For many businesses, the quote-to-cash (Q2C) process is a cumbersome, error-prone journey. But what if you could end this complex sales cycle, reducing friction and boosting efficiency?

In this article, you’ll discover the ins and outs of the Q2C process, learning expert tips and strategies to help you:

• Automate manual tasks.
• Simplify complex pricing and contracts.
• Speed up payment processing.
• Gain real-time insights into sales performance.

Let’s dive in and get you from quote to cash faster.

What is the quote-to-cash process?

Quote to cash refers to the complete sales cycle that businesses undergo, starting from a customer’s initial request for a quote to the moment that payment is received. 

It’s essentially the entire roadmap of your sales funnel, outlining the process of: 

1. Generating a personalized quote for the client.
2. Negotiating terms. 
3. Closing the contract.
4. Delivering the product or service. 
5. Billing and payment collection.

In other words, when a prospective customer shows interest in your offering, you provide them with a detailed quote outlining the pricing and conditions. If they accept, they sign the agreement, and you proceed with fulfilling the order and issuing an invoice. This is your quote-to-cash process — defining it clearly ensures efficient sales management and is crucial for maintaining healthy cash flow and revenue optimization.

Why is defining a quote-to-cash process important?

Our research indicates that around 70% of consumers tend to switch brands because of a complex buying journey. 

The entire process of going from quote to cash involves multiple steps, where too many things could go wrong and cost you the customer if not well managed. 

Defining that process helps you standardize your interactions while making a sale, resulting in positive customer experiences. With a well-defined Q2C process, you can:

• Drive clarity about the terms and conditions of the sale.
• Reduce operational costs by minimizing errors and increasing efficiency.
• Ensure accountability.
• Simplify your reporting process.
• Get more accurate forecasting.

Ultimately, a clear quote-to-cash process improves your business processes and leaves your customers happy and satisfied. 

What are the steps involved in the quote-to-cash process?

Step 1: Configure, price, and quote (CPQ)

CPQ refers to the first three steps your sales team must take to kickstart the quote-to-cash process. Let’s take a close look at each of those steps.

Configure

Here, sales reps determine the specifications of the product or service a customer requested using all available information. A CPQ software tool makes product customizations easy, significantly reducing the chances of wrong configuration. 

Price

This step involves setting the price for the configured product. Make sure to factor promotions, discounts, and other add-ons into the pricing.

Quote

With the product price set, your sales team then creates a detailed quote to send to the customer. Care must be taken to present a professional and accurate quote.

Step 2: Proposal and approval

After generating a quote using the CPQ method, the next step is for your sales team to prepare a formal proposal. This document includes: 

• Pricing.
• Terms of service.
• Delivery timelines.
• Any additional relevant information to help the customer decide.

For example, a software company might create a proposal for a potential client that outlines the features of a software package, pricing options, and support services included in the deal. 

Once the customer receives the proposal, they can review it and negotiate terms, which may involve requesting price adjustments or additional features.

As soon as both parties agree on those terms, you can adjust the proposal in line with the new terms and have the customer approve it. Platforms like Method come with built-in proposals and approvals that make this process a breeze. 

Even when signed, the proposal agreement you have isn’t necessarily legally binding (although it can be). A proposal typically neither obligates the customer to purchase nor you to provide the goods or services as outlined. And that takes us to the next step.

Step 3: Contract management

After your proposal has been approved, you can prepare a contract. The contract is a legally binding document outlining all the terms and conditions of your agreement with the customer. Both parties must sign the contract to validate it. 

Proper contract management involves:

• Monitoring both parties to ensure they are following the terms.
• Making amendments when and where necessary.
• Tracking performance metrics as stipulated in the contract.
• Starting renewal discussions before contract expiration.

Effective contract management ensures that both parties are protected and that expectations are met throughout the entire lifecycle of the agreement.

Step 4: Order fulfillment

This step is where you deliver the product or service to the customer after the sale has been finalized. Make sure you deliver according to the terms of your agreement with the customer. 

Order fulfillment typically includes the following key aspects:

• Order processing to input relevant details into your system.
• Inventory management (for physical products) to ensure items ordered are in stock.
• Shipping and delivery to get the goods or services to the customer.
• Communication to keep customers in the loop throughout the process.

If customers receive their orders on time and in good condition, they’re more likely to return for more deals in the future. Conversely, delays or issues can lead to frustration and lost business. So, getting this step right is key to maintaining healthy customer relationships.

Step 5: Invoicing and payment processing

Now that the customer has received their order, it’s time to generate an invoice to send to them. The invoice will outline the: 

• Products or services delivered.
• Amount due.
• Payment terms and options. 

It should be recorded as an accounts receivable asset, reflecting the amount owed to your business.

While you can choose digital, chequing, cash, or credit solutions, you want to ensure your payment options are easy and convenient for your customers. This will improve customer satisfaction and drive sales.

CRM platforms like Method have several features that make payment processing easier, including:

• Built-in invoicing tools.
• Self-service customer portals.
• Integrations with popular payment processors.

Step 6: Revenue recognition

Revenue recognition is the final step of the quote-to-cash process and is crucial to a business’ cash flow. It involves steps like:

• Collecting relevant information about the sale and agreed-upon pricing.
• Recording the revenue in the accounting system.
• Keeping track of payment terms like schedules and delivery milestones.

Through automation and payment capabilities, CRMs make this step a walk in the park. For example, you can integrate QuickBooks or Xero with Method to track each step of the Q2C cycle and update funds in your accounting software directly from your CRM platform.

Common Q2C challenges

As you move forward and hone your Q2C process, it’s important to be aware of a few common challenges that could arise along the way.

Uncompetitive quotes

You risk losing customers if your sales quotes aren’t as competitive as others in your industry. Invest time in researching standard pricing and terms to ensure your quotes meet or exceed industry expectations. Once you’ve aligned with these standards, focus on speeding up your quote delivery process to stay ahead.

Delayed payments

Sometimes, payments just won’t come in soon enough. You want to make sure your sales team isn’t contributing to the delay in payments by getting rid of issues like:

• Billing or invoicing errors.
• Rigid payment policies.
• Inefficient or unreliable payment processing.

Inaccurate data

A misspelled product name here, a wrong figure there, and inaccurate details in your invoices and other sales documents can throw all sorts of clogs in the wheel of your Q2C process. Take the time to double-check everything to drive professionalism and ensure you get paid fairly and as expected.

Complex pricing

A complex pricing model leaves people confused. And confused people rarely act. If your pricing is not clear and easy to understand, your customers may get frustrated and turned off of your product or service.

Missed opportunities

Missed opportunities are the damning evidence of a faulty Q2C process. Your chances of cross-selling or upselling to a frustrated customer are almost zero. Consider using CRM software to track all your opportunities and their deal stages, so nothing ever falls through the cracks.

Lack of visibility

When customers can’t see the progress of quotes, orders, and invoices, they might find it hard to trust your business. This is where implementing tracking and technologies in various stages of the Q2C process can really help.

Key quote-to-cash metrics to track

Tracking performance is crucial to optimize your quote-to-cash process. Quote-to-cash metrics provide valuable insights into the effectiveness of your sales cycle and overall marketing efficiency. These metrics can be categorized into three main buckets:

Sales metrics

Sales metrics are key measurements that help businesses track and evaluate their sales performance. They provide insights into how well a sales team is doing and highlight areas for improvement. Keep an eye on the following metrics to make informed decisions for your business:

• Conversion rate: The percentage of leads that turn into customers.
• Sales revenue: The total income from sales over a certain period.
• Average deal size: The average value of each closed sale.
• Sales cycle length: The average time it takes to close a deal from initial contact to final sale. 

Order metrics

Order metrics are used to measure how well a business is managing and fulfilling customer orders. They tell how efficient and accurate your order management process is. Track the following metrics to evaluate your process: 

• Perfect order rate: The percentage of orders that are delivered on time, damage-free, error-free, and with proper documentation.
• Order fulfilment cycle time: How much time it takes from placing an order to when the customer receives it.
• Average order value: The average amount spent per order.
• Order accuracy rate: How often orders are filled correctly.
• Customer return rate: The percentage of orders that customers return.

Revenue metrics

Businesses use revenue metrics to measure how well they are generating income. Here are some revenue metrics to track:

• Customer acquisition cost (CAC): How much it costs to get a new customer.
• Customer lifetime value (CLV): The total revenue you can expect from a customer over their entire relationship with your business.
• Monthly recurring revenue (MRR): How much revenue to expect from subscribers each month. You can also look at annual recurring revenue (ARR).
• Revenue growth rate: The percentage increase in revenue over a specified period.
• Churn rate: The percentage of customers who stop using your product or service in a specified period.

How to improve your quote-to-cash process

The quote-to-cash process is crucial to a business’ survival. That’s why business owners must continually improve the process to ensure it consistently serves their needs and those of their customers. Here are a few strategies you can use to strengthen your quote-to-cash process:

• Automate the quoting process.
• Standardize your contracts’ format and messaging.
• Establish a clear communication line between your sales and finance teams.
• Simplify billing to hasten payments.
• Monitor performance and adjust.
• Used dedicated Q2C software.

Quote-to-cash software

Quote-to-cash software is a comprehensive tool designed to enhance your entire sales process — from the moment a customer expresses interest in a product to when the payment is finally collected. Think of it as your business’ all-in-one solution for managing everything related to sales transactions. A typical Q2C software has several key features, including:

• Configure, price, and quote (CPQ) tools.
• Contract lmanagement.
• Order management and fulfillment.
• Billing and invoicing automation.
• Revenue management, recognition, and compliance.
• Integrated payment gateways.

Among the best quote to cash solutions, Method is the #1 CRM for QuickBooks and Xero users. It offers all these features with a user-friendly interface for easy navigation. Want to learn more? Check out the video below.

Quote to cash FAQs

What is quote-to-cash automation?

Quote-to-cash automation involves using technology to remove manual tasks from the Q2C process. It automates all the steps from quote configuration and generation to revenue recognition.

What is the quote-to-order process?

The quote-to-order (Q2O) process is a critical part of the broader quote-to-cash (Q2C) cycle. It covers all the steps that occur from generating a quote to placing an order.

Who owns the quote-to-cash process?

Different departments of a business own and manage different parts of the quote-to-cash process. Each team plays a specific role in ensuring that the process runs smoothly from start to finish.

The post From quote to cash: How to master the Q2C process  appeared first on Method.

Are you struggling to bridge the gap between lead generation and customer acquisition? With the right strategies and tactics, you can significantly improve your lead conversion rates and turn interested prospects into loyal customers. 

The good news is, you’ve come to the right place! In this blog, you’ll learn how to convert leads into customers and keep them coming back for more.

What is lead conversion?

Lead conversion is a coordinated sales and marketing process for turning prospects into customers. The process covers the customer journey from brand awareness to purchase. 

How to calculate your lead conversion rate

Your lead conversion rate tells you the percentage of your leads that become buyers. Here’s a basic formula you can use to calculate it:

Lead conversion rate = (Number of leads converted / Total number of leads) x 100. 

For instance, if you had 500 leads and 50 became customers:

Lead conversion rate = (50/500) x 100 = 0.1 x 100 = 10%

This is one of the key metrics that tell you how effective your conversion process is. 

Other helpful lead metrics

A lead conversion ratio isn’t a complete measure of your lead conversion strategy’s performance. Here are a few other conversion metrics that provide valuable insights into your sales process:

Cost per conversion

This tells you how much it costs to convert each lead into a customer. To calculate this, you divide the total cost of your marketing campaign by the number of conversions.

Conversion ROI

Conversion ROI (return on investment) tells you how profitable your marketing efforts are. It compares your cost per conversion with the revenue you earn from each conversion. The higher the positive difference, the better for you.

Time to conversion

This metric measures how long it takes for a lead to purchase a product or service from the first time they interacted with your brand. Lengthy durations can mean your sales pipeline needs improvement.

Lead value

This metric answers the question, “How much can this lead generate if converted to a customer?” It quantifies the worth of each potential customer, helping you decide whether they are worth your marketing efforts.

Stages of lead conversion

Every company’s sales pipeline is unique, so it’s crucial to clearly define yours to understand how leads progress through the funnel. Here’s a general framework that captures the typical stages most businesses experience in their pipeline.

1. Lead generation

To convert leads, you must of course first bring them in. In the lead generation stage, you prospect new leads and capture the right ones. 

When prospecting, you identify and engage potential customers who can buy from you. To capture those leads, collect as much information as you can about them through various tools like:

• Web forms.
• Chatbots.
• Pop-ups.

Getting this stage right is crucial as it determines the effectiveness of your sales pipeline.

2. Lead qualification

Not all leads can become customers. Lead qualification is where you determine which incoming leads are most likely to purchase your product or service. Known as the needs analysis stage, it involves asking questions like:

• What is the lead’s pain point or challenge?
• Is the lead interested in our product?
• Can our product meet the lead’s current need?
• Does the lead have decision-making authority?
• Can they pay for the product?
• Is the lead ready to make a purchase soon?

You can use a point system to score each lead. It will be clear which leads you should prioritize when you’re done.

3. Lead nurturing

With your list of qualified leads ready, it’s time to start building relationships and guiding the leads through the sales funnel. Lead nurturing is about providing value, establishing trust, and staying top of mind until the leads are ready to purchase your product or service.

For leads that are part of an organization, identify the key business decision-makers first so you can address them directly. When you reach out to a lead, focus on how your product or service can solve their problems. And, be open to receiving and handling their objections.

Here are a few activities you can include in your lead nurturing process:

• Sharing relevant, informative content (blog posts, videos, webinars).
• Sending personalized emails and newsletters.
• Engaging on social media platforms and online communities.
• Offering exclusive resources and incentives.
• Scheduling timely follow-ups and check-ins.

4. Closing the sale

At this stage, the customer is ready to make a purchase. You want to give them a sense that patronizing your business is right for them. To seal the deal, create a quote containing details like:

• Product/service information.
• Pricing and payment terms.
• Delivery timelines and logistics.
• Any warranties or guarantees.

Have the customer look through your quote to ensure the details are correct. Then, deliver your product or provide your service excellently. Of course, you also want to make sure you get paid through proper, verified channels. Consider integrating with trusted payment processors to ensure secure financial transfers.

5. Follow-up and retention

Congratulations on sealing that deal! But it doesn’t mean your job is done. Follow up to confirm your customer is happy with their purchase and receiving needed support. As your relationship with the customer evolves, look for opportunities to upsell or cross-sell to them.

Also, at this final stage, keep an eye on the following metrics:

• Customer retention rates.
• Satisfaction scores.
• Upsell/cross-sell success.
• Return on investment (ROI).

These metrics will give you insights into what has worked and what needs tweaking. 

Best practices when learning how to convert leads into customers

As you’re learning how to convert leads into customers, keep the following high-level practices in mind: 

1. Understand your audience

The more you know about your audience, the better your chances of turning them into paying customers. Here are a few ways you can understand your audience:

Identify their pain points

Your audience’s pain points are those things they find frustrating and challenging. Show them you have a solution to those problems, and winning them over won’t be as difficult. You can identify those pain points by conducting:

• Surveys.
• Focus groups.
• Interviews.

Get similar insights from feedback from your sales teams and customer service interactions. 

Do keyword research

Keywords give unique insights into how your audience thinks about you and your product or service. With tools like SEMRush, you can identify the terms and phrases your audience uses when searching for products or services like yours and how often they conduct the search.

These insights can be a goldmine for your content marketing strategy. 

Consider lead scoring

Quality trumps quantity when it comes to leads. That’s why lead scoring is a crucial process. The process involves assigning a numerical value to each lead based on their:

• Demographic data (job title, industry, company size).
• Behavioural data (website interactions, email engagement, social media activity).
• Firmographic data (company revenue, location, growth stage).

Take the following steps to score your leads:

• Define scoring criteria aligned with your sales and marketing goals.
• Assign scores (e.g., 1-100) based on lead behavior and characteristics.
• Set thresholds for qualified leads (e.g., 50+ score).
• Continuously refine and update scoring criteria.

This strategic approach saves time and enhances the efficiency of the sales funnel, ensuring that the most promising leads are nurtured toward a successful lead conversion.

Create buyer personas

A buyer persona is a semi-fictional representation of your ideal customer, created based on real data and research about your existing customers. It lets you customize your product and marketing strategies to meet specific customer needs and preferences. 

2. Communicate your value

You know your product or service is awesome, but does your audience? If not, then your work is well cut out for you. Your audience will consider patronizing you only if they know how valuable your offering is. Here’s how you can make them see your value:

Address your audience’s goals and pain points

Let’s be frank: your audience doesn’t care about you or your fantastic product. They care only about their own wants and needs. You can use this to get your brand into their minds. Focus your brand’s messaging on each lead and their problems, and show them your solutions. You will be converting those leads into sales soon after. 

Make it a conversation

No one enjoys being lectured to or pressured into a sale. And chances are you won’t make a sale the second you hop on the phone. It takes an average of 18 calls to connect with a buyer. So, approach your lead like a friend striking up a conversation and not as a salesperson with a pitch. Be ready to keep it going long enough for them to see the value you’re offering.   

Gain your leads’ trust

Nothing you do will get you your desired results if your leads don’t trust you. You can earn their trust by demonstrating your expertise and judgment and consistently delivering on your promises. The more you build your reputation and market reach, the easier building this trust becomes.

3. Keep leads warm

Lead conversion is mostly a marathon, but most salespeople treat it as a sprint. 48% of them don’t make any follow-up attempts after an initial no, and 44% give up after one follow-up attempt.

If you don’t want to be included in that grim statistic, here’s how you can keep a lead’s interest through the sales pipeline until you can convert them:

Remember your lead information

You worked so hard to get your lead’s information. Don’t discard it because of one rejection. With a reliable CRM (customer relationship management) tool, you won’t break a sweat to store that data.  Keep track of data like:

• Contact information. 
• Preferences. 
• Interaction history.

Such information makes it easier to keep your conversation with the lead going for as long as possible without appearing disorganized.

Reduce your response times

Speedy response has been known to influence lead conversion positively. If you reach out to a lead within an hour of receiving their inquiry, you’re 7x more likely to qualify the lead. So, reach out as quickly as possible.

Regularly follow up and ask for the sale

According to our research, 60% of customers say “Yes” after saying “No.” Let that sink in, and think of how many opportunities you’ll miss if you don’t follow up regularly.

Top 10 strategies for how to convert leads into customers

Knowing how to convert leads into customers is a delicate art. The following strategies will help you master it:

1. Build and optimize your website

Image Credit: EDUCBA

Your website is the online equivalent of your office building. That’s where potential buyers go to learn about you and your offerings. A well-designed website is the cornerstone of lead conversion, offering a platform for your online marketing efforts. It can help you:

• Increase visibility and credibility.
• Drive more qualified leads.
• Enhance user experience.
• Boost conversion rates.
• Gain valuable insights for improvement.

You can optimize your website by taking the following steps:

Produce quality content

A website is only as good as its content. Keep your content relevant and engaging to ensure visitors find you through search engines and enjoy their experience on your site.

Create an SEO strategy

Your website can’t give you maximum returns if your audience can’t find it. An effective SEO strategy solves this problem as it helps you:

• Expand your site’s visibility and reach.
• Understand your audience.
• Research and target the right keywords.
• Analyze competitors.
• Craft content that stands out. 

Run A/B tests

A/B testing lets you compare two web page versions to see which converts better. It’s a data-driven way to make decisions and can significantly improve user experience and lead conversion. 

Automate lead collection with digital forms

Automating lead collection with digital forms helps you collect potential customer data organically through content like blogs and newsletters. Your automation tool also helps manage the data. See an example of a digital form below.

2. Employ an advertising strategy

Your organic content can only get you so far. With a well-planned advertising strategy, you can multiply your reach and:

• Increase conversion rates.
• Drive revenue growth.
• Enhance customer engagement.
• Improve ROI.

Take the following steps to create an effective advertising strategy:

1. Define your objectives.
2. Identify advertising platforms, preferably those your audience visits most often.
3. Craft a compelling advertising message that resonates with their needs and desires.
4. Set your budget.
5. Launch and monitor.

In addition, keep in mind the following:

Test different ad formats and platforms

Exploring various ad formats and platforms can help you find what works for you. Pay-per-click (PPC) advertising, a digital marketing model in which advertisers pay each time a user clicks on their online ad, is a highly efficient option.

Use clear calls-to-action

Clear, concise, and compelling calls-to-action (CTAs) are crucial in guiding users toward the desired action. It’s key to center your reader and drive action with attractive messaging. By using “Claim my free trial” instead of a generic “Submit,” for instance, you can grab attention and encourage interaction. 

3. Invest in email marketing

Many business owners use email marketing to nurture leads and build relationships. It’s cost-effective, measurable, and allows for targeted messaging. Build a strong email list and craft personalized content to create engaging email campaigns that drive sales and customer loyalty. 

Keep in mind the following for your email campaigns:

Segment your leads

Targeted marketing is one of the superpowers of email marketing. You can’t unlock that without properly segmenting incoming leads into distinct groups with similar characteristics like:

• Demographics.
• Behaviour.
• Preferences.
• Lifecycle change.

Use tracking codes

Using tracking codes, like Google UTM parameters, allows you to:

• Measure campaign performance.
• Understand lead behavior.
• Optimize future campaigns. 

You can use these codes to find out exactly where your leads are coming from, and the path they follow down your marketing funnel.

Create targeted campaigns

In segmenting your leads, you’ll quickly realize they don’t all have the same characteristics. Use targeted campaigns to communicate directly to each group in a manner that most resonates with them.

Implement email automation

Email automation simplifies and optimizes email campaigns for you. With an automation tool, you can send targeted, personalized emails to prospective customers based on specified triggers or timelines.

4. Talk to your existing customers

Existing customers are a goldmine for opportunities to improve your conversion rates. Talking to them can help you:

• Reduce churn and maintain customer base.
• Encourage repeat business and advocacy.
• Increase average order value through upselling or cross-selling.
• Improve products/services and customer experience.
• Acquire new customers through word-of-mouth referrals.

Leverage testimonials and social proof

When your customers use and say nice things about your product or service, that’s social proof. Share it as widely as possible and craft customer success stories with it. Leads tend to trust customer reviews more than your marketing messages, as they’re coming from people who have tried your product or service and have no stake in your business performance.  

Pay attention to negative feedback

Negative feedback isn’t as damning as you may think it is. You should view the constructive feedback that comes in as a learning opportunity, and use bad reviews to grow, evolve, and address issues with your product or service.

5. Leverage social media channels

Most, if not all, of your leads spend some time on at least one social media channel. Stay active on those channels to extend your leads list and nurture them until they convert. Among them, LinkedIn, Facebook, X (Twitter), Instagram, and YouTube have a combined 9.02 billion users. And there are tens more of those social media channels you can use.

To effectively leverage social media channels:

• Develop a social media strategy that aligns with your business goals.
• Use organic interactions and paid advertisements.
• Analyze your results and adjust your strategy accordingly.

6. Build a community

Building a community around your brand or product:

• Helps establish trust.
• Encourages engagement.
• Drives lead conversion.

You want to focus on developing genuine relationships through interactions and mutual learning. Use the following effective strategies to build your community:

Network with fellow industry professionals

Most of the leading voices in your industry have a profile on LinkedIn. Connect with them and you can get in on important conversations in your field. Or, simply reach out in person or over the phone to build up those connections, whose existing audience you can leverage.

Create partnerships to access new but related audiences

People or organizations with a large following of your potential customers are exceptional grounds for lead prospecting. Partner with them to open new doors for your marketing team. 

Engage in online communities like forums

These are places where your potential customers go to discuss their challenges. Demonstrate your understanding of their issues and proffer solutions to them, and you will surely grab their attention.

Attend local events in your niche

Local events are excellent opportunities to follow industry trends and reach more people. If you have an event idea that no one has hosted yet, go ahead and plan it. 

7. Explore freebies, discounts, or promotions

Freebies, discounts, and promotions are like the secret spices that make any deal irresistible. They’re not just about giving something away — they’re strategic tools to attract new customers and reward the loyal ones. 

Whether it’s a buy-one-get-one-free offer, a hefty discount on the next purchase, or limited-time access to premium services, these tactics can create buzz and encourage customers to take the leap from consideration to conversion. It’s all about adding value that feels exclusive and time-sensitive, making the offer too good to pass up.

8. Create a remarketing strategy

A remarketing strategy targets leads who have interacted with your brand but haven’t converted. Its goal is to give them a compelling reason to return and complete their journey through the sales pipeline. Targeting people with abandoned carts, for instance, can reduce lost leads and increase conversion rates.

9. Collect and analyze your data

Lead conversion is a dynamic and ongoing process. A consistent reporting process helps you make sure that every piece of data is captured and can be reviewed for insights. 

Keep in mind the following key metrics to report on:

• Lead volume and source.
• Conversion rates.
• Time-to-convert metrics.
• Customer lifetime value (CLV).
• Return on investment (ROI).
• Click-through rates (CTR).
• Open rates and engagement metrics.

With this data, you can:

• Identify trends. 
• Measure your progress against set goals.
• Make informed data-driven decisions. 
• Improve lead conversion rates.

10. Develop a video marketing strategy

The world is moving towards video. You should, too. Not because everyone is doing so but because it works. Using videos that align with your sales funnel can boost qualified leads by 66%, maximizing your conversion potential.

To develop an effective video marketing strategy:

1. Define the target audience.
2. Determine the video content types.
3. Choose distribution channels.
4. Set metrics and KPIs.
5. Create engaging thumbnails.
6. Optimize video titles and descriptions.
7. Analyse and adjust.

How to improve your conversion of leads to customers

Maximize your lead sources

The more leads you generate, the more customers you are likely to convert. Maximizing lead sources is about creating multiple ways to attract potential buyers to your business. You can attract more prospects with lead magnets like:

• White papers.
• E-books and guides.
• Assessments.
• Surveys.
• Trend reports.
• Loyalty programs — and more!

Make your lead magnets accessible only after a user provides their contact information. You can also gain more leads by placing your lead forms in more areas across your digital platforms.

Apply your data-driven insights

Reporting is useless if you don’t draw actionable insights from it. Pay attention to what your data tells you. It’s the most reliable determiner of your next action. Your data will tell you what has worked so far and what hasn’t and what you should do more or less to get you closer to your goals.

Try different tactics

Do not be afraid to experiment. Even if you think your current strategy is working, try a different tactic. Create multiple versions of your marketing materials and try them all. You might just discover a goldmine that would wow you.

Up the urgency

Creating a sense of urgency encourages leads to act sooner rather than later. You can up the urgency with tactics like:

• Limited time offers.
• Scarcity messaging.
• Countdown timers.
• Exclusive availability.

For uninterested leads, setting deadlines can rekindle interest and encourage action.

Invest in lead management software

A lead management software solution can turbocharge your entire sales and marketing process. With it, you can:

• Track and profile leads. 
• Automate repetitive workflows.
• Score and qualify leads.
• Integrate CRM software.
• Conduct analytics and reporting.

An affordable lead management tool like Method can do all these tasks and more.

Method: The best CRM software for managing leads

Now that you’ve mastered the art of converting leads into customers, it’s time to equip yourself with the right tools to put your knowledge into action. Method CRM is a top choice for small businesses looking to efficiently manage their leads and sales processes.

This versatile platform allows you to organize contacts, track leads, and streamline your sales pipeline. Method CRM keeps your lead and customer data separate, providing a clear view of both without disrupting your financial transactions. 

Through its powerful integration with QuickBooks and Xero, Method CRM simplifies day-to-day operations, automates workflows, and offers a unified platform for managing both customer interactions and financial records. It’s an all-in-one solution to boost your business’s efficiency and growth.

How to convert leads into customers FAQs

What is a good lead conversion rate?

An average conversion rate is between 2% to 5%. Anything above 5% is great.

What are SQLs and MQLs?

Marketing-qualified leads (MQLs) are potential customers who have expressed interest in your business but aren’t quite ready to make a purchase yet. These leads have engaged with your marketing efforts and demonstrate potential, but they still require further nurturing before they convert into paying customers.

On the other hand, sales-qualified leads (SQLs) are prospects who are more prepared to purchase your product or service. These leads have taken clear actions such as requesting a quote, scheduling a meeting with a sales representative, or engaging positively with product demonstrations, signaling their readiness to move forward in the buying process.

Can a customer be a lead?

A customer is not typically considered a lead because they have already made a purchase. Leads are potential customers who haven’t yet bought anything and are in the early stages of the sales process. Marketing efforts for customers focus on retention, cross-selling, and upselling rather than conversion.

Ready to convert more leads into sales? Try Method free for 14 days.

The post How to convert leads into customers and keep them coming back appeared first on Method.

So, how can you automate something that, on the surface, seems to require a fair amount of human touch — without losing the quality of your generation efforts?

The answer lies in automating repetitive tasks with software platforms. Automated lead generation fills your pipeline with high-quality leads without manual effort, so your sales and marketing team can focus on what they do best — closing deals.

What is automated lead generation?

When you think about automation, do images of giant factories churning out cars made by robots come to mind? Well, car factories and automated lead generation have more in common than you think. 

Both let technology do the heavy lifting on repetitive, everyday tasks, leaving you free to concentrate on those irreplaceably human jobs, like directly interacting with customers. 

With lead generation automation tools, you can instantly collect email addresses from prospective customers and enter them into your sales funnel and beyond, all without lifting a finger.

These tools don’t just stop at collecting info, they help convert your prospects into qualified leads, too. All of this means you’ll reduce your marketing efforts and zero in on those potential leads that are more worthy of your time.

The 7 best lead automation tools for your business

Automation and AI are big buzzwords right now, so finding marketing automation platforms that aren’t just the original software with a generative AI bolted on can be difficult.

Luckily, we’ve done the research for you and found the 7 best and most functional automation tools to help your business. Let’s check them out.

1. Method

Method CRM is the #1 CRM and lead management tool for QuickBooks and Xero users. Capture and nurture leads with ease, and when they convert to sales, your accounting software updates automatically — no extra steps needed.  It helps businesses nurture and capture leads all the way from first contact to final payment. 

Pros

• Unbeatable integration with QuickBooks and Xero.
• Easy digital smart forms.
• Online 24/7 self-service customer portals with integrated payment processing.
• Sales and marketing automation tools like invoicing and follow-ups.
• Robust third-party integrations with Zapier, Outlook, Google Workspace, and more.
• Customizable to your workflows, with one hour of free customization consultation included.

Cons

• Most suitable for businesses that use QuickBooks or Xero.
• Only available in English.

Pricing

Method offers three pricing plans, billed annually or monthly:

• Contact Management: $25 per user/month.
• CRM Pro: $44 per user/month.
• CRM Enterprise: $74 per user/month.

There is also a 14-day free trial available with no credit card required.

2. OptinMonster

Image credit: OptInMonster

OptinMonster is a specialized platform that helps convert website visitors into high-quality leads with engaging pop-up messages and smart forms that capture contact details and boost conversions.

Pros

• Very user-friendly design for creating opt-in forms.
• Easy form creation with a drag-and-drop builder.
• White label branding for your business.
• Advanced targeting and triggers.
• A/B testing and analytics to optimize campaigns.

Cons

• Manual URL segmentation can be a hassle.
• Limited customization of pop-ups and forms.
• Pricing might stretch small business budgets.
• Support response times can be slow.

Pricing

OptinMonster offers four pricing plans, billed monthly:

• Basic: $21 per month for one site and up to 2,500 pageviews.
• Plus: $57 per month for up to two sites and 10,000 pageviews.
• Pro: $87 per month for up to three sites and 25,000 pageviews.
• Growth: $147 per month for up to five sites and 100,000 pageviews.

There is no free trial available, but OptinMonster offers a 14-day money-back guarantee.

3. Leadfeeder

Image credit: Leadfeeder

The next top lead automation tool is Leadfeeder. It helps marketing teams keep better track of website visitors and uncovers B2B prospects who are showing interest in your business. 

Pros

• Real-time insights into interested companies.
• Smart lead prioritization with automatic scoring.
• Tailored feeds to spotlight top prospects.
• Comprehensive, high-volume tracking across channels.

Cons

• High cost for smaller businesses.
• Integration capability needs improvement with more popular tools.
• Functionality is based on tracking cookies and IP addresses, limiting the ability to retarget.
• Reports of unexpected subscription auto-renewals and unreliable support.

Pricing

Leadfeeder offers two pricing plans:

• Free: Includes last 7 days of data only and up to 100 identified companies.
• Paid: Starts at $165 per month and increases based on your amount of identified companies.

They also offer a 14-day free trial and a 40% discount on annual subscriptions.

4. Sprout Social

Image credit: Sprout Social

As one of the best social media marketing automation and enrichment tools available, Sprout Social simplifies content management across multiple platforms for marketing teams of various sizes.

Pros

• Stronger insights into what’s popular with top-notch social listening tools.
• Detailed reporting and analytics.
• Easy team collaboration with user-friendly workflows.
• Powerful scheduling features for optimal post timing.
• Solid customer support.

Cons

• Limited to 5 social media accounts on the standard plan.
• Expensive add-ons required for advanced features.
• Steep learning curve for new users.
• Limited functionality for LinkedIn tagging and Instagram Reels scheduling.
• Smaller businesses might be priced out of even simple plans.

Pricing

Sprout Social has four pricing plans available:

• Standard: $249 per seat per month.
• Professional: $399 per seat per month.
• Advanced: $499 per seat per month.
• Enterprise: Pricing available on request.

They also offer a 30-day free trial and a discount on annual subscriptions of up to 25%.

5. Mailchimp

Image credit: Page Flows

Owned by Intuit, Mailchimp is best for sending automated marketing campaigns to email addresses. It can also provide detailed analysis and provide insights on how campaigns are progressing.

Pros

• Very easy to use, set up, and integrate.
• Automated data cleaning to keep your lead lists tidy.
• Robust analytics for data-driven insights.
• Solid integrations with other tools.
• Wide range of customizable templates.

Cons

• Lack of customization for emails, as it’s template-based.
• Emails from Mailchimp servers can be classified as spam.
• Pricing gets steep for larger lists.
• Deliverability rates are sometimes inconsistent.
• Customer support varies by plan and can be slow.

Pricing

Mailchimp’s pricing is based on the amount of contacts you need. It offers four base plans, which increase in cost as you add more contacts:

• Free: Includes up to 500 contacts, with 1,000 sends per month.
• Essentials: Starts at $13 per month for 500 contacts, with 5,000 sends per month.
• Standard: Starts at $20 per month for 500 contacts, with 6,000 sends per month.
• Premium: Starts at $350 per month for 10,000 contacrs, with 150,000 sends per month.

Mailchimp’s Essentials and Standard plans also offer a free month-long trial before you commit. 

6. Brevo (Formerly SendInBlue)

Image credit: Brevo

Brevo, formerly known as Sendinblue, is a versatile tool for B2B and B2C marketing through automated email and SMS campaigns. It’s a powerful tool for converting prospective business customers into high-quality leads.

Pros

• Integrates well with Shopify.
• Easy to track campaign success anytime.
• User-friendly interface that makes navigation easy.
• Robust automation features to enhance marketing efforts.
• Extensive multi-channel campaign options.

Cons

• No design services available.
• Reports can be lacking in detail, especially for less expensive plans.
• Customer support can be slow and lacks live chat functionality.
• Certain features can incur additional costs, such as SMS and WhatsApp campaigns.

Pricing

Brevo offers four pricing plans:

• Free: Send 300 emails a day.
• Starter: Starts at $9 per month, with 5,000 emails a month.
• Business: Starts at $18 per month, with 5,000 emails a month and additional features.
• Enterprise: Custom pricing available on request.

They also offer a 10% discount on annual subscriptions.

7. Marketo

Image credit: Adobe

Marketo Engage, now owned by Adobe, is a powerful marketing automation tool aimed at larger companies and enterprises. It excels in automated data analysis and lead scoring.

Pros

• Easy setup despite its rich feature set.
• Strong integrations with with SAP, Oracle, Salesforce, and NetSuite.
• Lead scoring functionality to enhance targeting.
• Comprehensive analytics for data-driven decisions.
• Powerful marketing automation tools.

Cons

• No built-in CRM limits direct customer management.
• The landing page builder lacks advanced features.
• High cost can be prohibitive for smaller businesses.
• Customer support varies by plan and can be slow.

Pricing

Marketo Engage offers four pricing tiers based on required features and business volume. Specific custom pricing for each of these plans is available on request.

• Growth: Up to 10 users.
• Select: Up to 25 users.
• Prime: Up to 25 users.
• Ultimate: Up to 25 users.

While user limits stay mostly consistent as you upgrade your plan, you get access to more features and tools.

Examples of lead automation

Automation isn’t just a one-size-fits-all approach to lead generation — it’s got options. It all depends on exactly what efforts you’re willing to assign to the software, and what tasks will remain human.

Let’s take a look at some of those options.

Automated cold outreach

While some salespeople do legitimately love it, most people find cold calling to be soul-crushing. With automated email marketing campaigns, you can send hyper-personalized messages at scale, all while still making it feel like a human-on-human chat. 

Automation makes it all possible by using generation automation tools that tailor your outreach based on the ideal customer profile you have given it. 

AI chatbots

Are you tired of answering the same old questions over and over? Enter AI chatbot pop-ups.

These bots engage with the users on your site, automatically capturing their contact details. You can set them up to learn from and address those common questions and concerns that come in on a regular basis. 

Best of all, they can take on the role of salesperson and start turning curious visitors into prospective customers or even qualified leads.

Lead magnets with smart digital forms

Lead magnets are irresistible little freebies that offer up some valuable content hiding behind a smart digital form. Some examples include:

• Ebooks.
• Checklists.
• Templates.
• Webinars.
• Quizzes.
• Podcasts.

Lead magnets are powerful tools because once a prospective customer bites, you can automatically add them to a drip campaign that nurtures them into high-quality leads.

Personalized website experiences

Nothing in the world says “we understand you” like a website that’s completely personalized. A good example of automated lead generation is through dynamic landing pages that are customized to each potential customer’s needs or industry. 

Using automation to personalize experiences means your website itself is boosting engagement and moving them further down the sales funnel without you ever having to be there.

Automated ad campaigns

Ever had site visitors that just slipped through the cracks after a lengthy look around your site? Automated ad campaigns bring visitors back into your funnel with retargeted campaigns that follow them around. 

The result? Without any human involvement from the sales team, automation is giving them a second chance to say yes.

Lead tracking with a CRM

Forget about tracking every single lead manually. Let automated CRMs like Method handle it for you. 

CRMs organize your leads for more efficient generation efforts and keep your sales funnel clean by separating potential sales from paying customers. 

So, you can keep your customers’ financial data safe and accurate in QuickBooks, for example, while also using that information in your CRM data to nurture leads better and inform future sales.

Automatic lead scoring and segmentation

Marketing and sales teams know that not all leads are created equal. And if you’re tired of manually scoring and segmenting hot and cold leads, you’ll be glad to know automation has got this covered too.

These features automatically rank your leads based on their likelihood to convert, helping your team prioritize the high-quality leads first.

Lead prospecting on social media

You shouldn’t only limit your generation efforts to emails and paid ads. According to our research, 62.5% of the world now uses social media. Platforms like LinkedIn, Facebook, X (Twitter), YouTube, and Instagram are filled to the brim with prospective customers.

With so many platforms to cover, manually marketing every single one would be nearly impossible for smaller marketing teams. But with automation and the right generation tools, the leads from social media will keep rolling in. 

Benefits of automated lead generation

Most sales teams have felt the burn of frustration when one too many human errors let potential clients slip through the cracks and straight into the arms of competitors. 

Let’s take a look at the rest of the benefits.

Send every lead to the correct sales rep

Ever sent an individual customer to the dedicated B2B rep? Or a top-priority lead to the brand-new hire? Mistakes like these are not only signs of disorganization, but you can easily lose a prospective customer because of them.

With automated lead tracking and enrichment tools, leads won’t end up getting sent to the wrong sales rep ever again. This is because advanced algorithms and segmentation can route potential clients straight to the right team member, boosting the team’s productivity.

Personalize your lead experience

Your business isn’t generic, so why should your customers settle for boilerplate messages? With automation, you can segment your leads by important verticals like industry, demographic, or specific interests.

In a nutshell, automation dives deep into your ideal customer profile and sends personalized messages to the right prospective customers at exactly the right time.

Get a complete view of your leads

Want to know what makes your leads tick? Automated lead generation tools give you the complete lowdown on lead behaviour, including what is driving their decisions and what trends they’re following. 

This lets you spot trends far faster than the human eye and fine-tune your approach to push leads further down the sales funnel much easier.

Break down data silos

A marketing and sales team that works together is necessary in getting leads to close, so why aren’t your teams talking to each other? 

Automation connects your departments and makes sure your sales and marketing teams are always on the same page. More collaboration, far less chaos.

Improve your speed to lead

When it comes to potential customers, there’s a need for speed. Automated lead generation helps you handle those prospective customers faster, so you can respond while they’re still interested — and not when they’ve already forgotten your name.

Ensure consistent lead quality

Tired of wasting time sifting through junk leads? Automated lead generation keeps high-quality leads flowing steadily into your pipeline. 

Low-value leads are given less priority, cutting out the guesswork and saving your sales team a lot of time.

Grow and scale without a hitch

Scared of growing your business because of all the extra work and evolving needs? Scaling your business shouldn’t mean more work for your team. 

The processes that may have once worked when you were a smaller business are now not working anymore — but that’s a good sign, so don’t panic. Automation means you can grow your business without adding extra workload. 

Save time for your entire team by eliminating their repetitive, manual processes like creating invoices and sending emails. They’ll be able to contribute more to your business growth that way. 

Generate data-driven insights

With automation, your team grows smarter with every new lead — regardless of whether they convert. Tracking every single interaction with potential customers means ensuring more insights to draw from for future opportunities.

With so much information at your fingertips, your sales team can make data-driven decisions to improve success rates, and your marketing team can constantly improve and tweak their efforts.

Integrate with existing sales and marketing tools

Automated lead generation tools are powerful, but they can’t (and shouldn’t) operate in a vacuum. The best software developers design these automation tools to integrate and connect with your existing CRM and financial systems to make sure everything is running in sync.

Wrap-up: Choosing the right lead automation tool for your unique needs

Out of these seven automated lead generation tools, you’re bound to find the one that will make your generation efforts faster and far more effective. 

But if you’re a QuickBooks or Xero user looking for something that really handles it all — lead capture and management, communications, estimating and invoicing, and integrated payment processing  — Method CRM is your go-to.

It integrates perfectly with your existing QuickBooks or Xero financial systems, making it a dream solution for your sales, marketing, and financial teams.

Ready to delegate the repetitive work to technology? Method has you covered.

Try it free for 14 days.

Automated lead generation FAQs

What is AI lead generation?

AI lead generation uses artificial intelligence (AI) to find, qualify, and nurture all prospective customers for you. 

From intelligent chatbots that are barely indistinguishable from humans to AI-driven analysis of your hottest leads, it’s a hands-off way to keep your sales funnel full to the brim with high-quality leads.

What is the lead lifecycle?

The lead lifecycle is a journey that takes a curious stranger all the way to a loyal customer. 

The first stages of the cycle are when someone first shows interest in your business and its products and services, then moves through stages like lead nurturing, qualification, and finally, conversion.

What is automated lead capture vs. automated lead generation?

Automated lead capture grabs contact details from visitors to your website or social media platforms. There are a few ways that automated capture can accomplish this, including smart forms, chatbots, and sign-ups. 

Automated lead generation then takes those leads and moves them through the sales funnel with nurturing strategies like email campaigns and follow-ups. It scores each lead according to how likely they are to convert and then sends them to the appropriate sales rep for the human touch. 

Lead capture is often the very beginning of the lead generation process.

The post The 7 best tools for automated lead generation appeared first on Method.

Nowadays, managing your time and keeping track of every single contact can make or break a sale. So, whether you’re running email campaigns or posting digital content, you need to have a clear plan to capture (and then nurture) those leads. 

The more organized your approach, the better your chances of guiding those leads straight through the funnel and onto a sale.

Keep reading for 25 lead generation strategies that will set you up for success.

What are lead generation strategies?

Lead generation strategies are the tactics you use to attract potential customers (your target audience) and turn them into high-quality leads (the kind that are ready to buy).

Think of these strategies as the process of navigating the sales funnel, from grabbing attention to closing the sale. They are usually only possible with a unified approach. Your marketing team draws them in, and your sales team gets them signed on the dotted line.

When both teams are working together in harmony, those leads have a much smoother journey through the sales funnel, setting you up for success.

Your top 25 lead generation strategies to ensure conversions

Here are 25 of the best lead generation strategies to help you turn a “maybe” into a handshake:

1. Create quality content across several mediums

Your target audience craves valuable content, and that means mixing it up. Sticking to one medium or one type of campaign gets boring very quickly. For example, instead of pushing out blog post after blog post, you could also create infographics or tutorial videos.

The more variety in your content, the more likely you’ll capture a wider scope of leads. Using different medium types lets you appeal to different engagement styles. The result? You’ll build trust and see engagement soar.

2. Lean on your website and optimize for SEO

Your website isn’t just there for show or for the occasional hit on the “Contact us” button — it’s your 24/7 salesperson, a hub for marketing materials, and a source of truth for potential and existing customers. 

Naturally, you’re going to want to drive as much traffic to it as possible, and you do so by emphasizing a search engine optimization (SEO) strategy for your site. 

Create personalized landing pages for each of your buyer personas, and make it easy for visitors to know how to take the next step by adding clear calls to action (CTAs).

3. Use digital lead generation forms across your content

Whether it’s on blogs, videos, landing pages, or other site content, you can strategically embed smart lead forms in all your valuable content. These digital forms, known as web-to-lead forms, capture contact information like email addresses from customers when they’re most engaged. See an example below.

From there, you can send personalized email campaigns to the leads your website automatically captures. 

4. Publish and promote case studies

Don’t just tell — show. Your buyer success stories are one of the best ways to convert potential leads by showing what’s possible should they choose you.

Share these on your website and across your social media platforms to build up trust and credibility. For an example of a case study, check out this Method customer story.

5. Create an email marketing strategy

While we now see lots of paid digital marketing strategies like influencer marketing and pay-per-click ads spammed across Google, guess what? Email newsletters and marketing still work. 

In fact, email marketing attracts an ROI of $36 for every $1 spent. Sounds good, right?

Segment your audience and send targeted messages to really create and convert qualified leads.

6. Conduct paid advertising through PPC (pay-per-click) ads

Speaking of pay-per-click (PPC) ads, these are one of the fastest ways to get your message in front of your target audience. 

PPC ads generate traffic quickly and reliably. And best of all, you only pay if someone actually clicks. This means, unlike many marketing strategies, you’re not wasting precious budget on the gaze of uninterested eyes. 

The most common types of PPC ads include:

• Search ads that appear on search engine results pages (SERPs).
• Display ads shown on websites.
• Social media ads on platforms like Facebook, Instagram, LinkedIn, etc.

7. Leverage social media

Remember that old saying, “If it’s free, then you’re the product”? Well, with social media platforms, users who share everything about their lives — from holiday plans to pictures of their food  — are the product. You can tap into their feeds with information on what you offer and convert them from visitors into leads.

As you already know so much about your potential customers, social media is the ultimate goldmine for reaching your ideal customer profile (ICP). 

Platforms like Instagram, Facebook, and TikTok let you showcase images and stories, and connect directly with your buyer persona. So post those insights, behind-the-scenes moments, and success stories to keep customers engaged. Not to mention, you can leverage paid ads on most platforms too.

8. Organize webinars to capture new leads

Want an opportunity to showcase your business and engage prospective customers? Webinars are the way to go. 

A webinar is an interactive online seminar or presentation that lets participants engage with the host and content in real time through videoconferencing technology. This means you can build trust and answer questions on the spot.

Webinars let you share valuable content and, most importantly, collect those contact details for qualified lead follow-ups. 

9. Host or attend events

Whether in person or online, industry events are filled with opportunities to connect with people who are likely to become new potential customers. You can even host your own events.

Networking in a space that is full of like-minded businesses and individuals helps your business build trust and show off its products — all of which are bound to generate some high-quality leads. 

10. Develop a referral program

Your salespeople are the best at selling your products or services, but coming in a close second are your happy customers. 

Encourage your customers (and employees) to refer others to your business and offer rewards like discounts and freebies for some extra motivation. 

It’s much cheaper than traditional marketing and will have a snowball effect of new potential leads coming your way in no time.

11. Employ a video marketing strategy

Your potential customers are more likely to engage with an exciting video than a huge wall of text. This is a chance for your marketing team to start getting creative with storytelling, fancy graphics, and of course some strategically placed CTAs for customer interaction.

The key to generating leads with videos is to keep them short, ideally between 15 and 30 seconds. In fact, 44% of consumers prefer to learn about products from short videos.

12. Use AI and automation tools

Do you want to save time and still nurture leads to the same degree as with manual marketing? AI and lead automation tools like Method CRM, OptinMonster, and Leadfeeder use generation techniques like automated follow-ups and email campaigns to do the heavy marketing and sales processes for you. 

So, not only do you bring in leads without additional effort, but you also get time back in your day to focus on other areas of your business.

13. Run retargeting and remarketing campaigns

It’s a sad fact of marketing that not every visitor converts the first time. The good news is that retargeting and remarketing can bring them back.

It’s important to distinguish between these two marketing terms:

• Retargeting: Typically refers to serving targeted ads to users who have previously interacted with your website or brand. It primarily uses display ads on third-party websites to reach these users as they browse the internet.
• Remarketing: Generally involves re-engaging existing customers or leads through direct communication channels like email. It focuses on nurturing relationships with people who have already interacted with your brand, often using personalized messaging based on their previous interactions.

These campaigns should target potential leads who have shown at least some interest, giving you another chance to win them over. 

14. Put on contests or giveaways

There’s one universal constant in business, and that’s that everyone loves free stuff. But giveaways shouldn’t be thought of as giving away your products (although that is definitely a part of it), but as getting some high-quality leads in return. 

Run giveaways that actually encourage engagement with your brand specifically, and make sure that all participants leave behind their contact details. It’s a win-win scenario: they get free stuff, and you get a shiny new list of leads.

15. Leverage CRM and sales data

Your customer relationship management (CRM) system is so much more than a glorified contacts list. It’s a source of truth for insights into your current customers. With a CRM, you can track every touchpoint, interaction, and transaction for all your contacts — whether they’re leads, customers, or vendors.

Analyze those sales statistics in your CRM and use the results to inform marketing decisions, like tailoring campaigns to diffent lead segments. Tools like Method let you quickly and easily:

• Track every opportunity.
• Create estimates and invoices.
• Convert leads to Quickbooks as soon as they become paying customers.

Learn more about Method CRM in the video below.

16. Cold outreach (email and calling)

Believe it or not, cold outreach, whether by phone or through email, is still alive and kicking. Sure, conversion rates can be low (to the tune of 2%), but with the right script and some solid persistence, it can create a domino effect of incoming leads.

When combined with follow-ups, cold calling is still a great strategy for sales reps.

17. Influencer marketing

Influencers are individuals on social media with influence over a large audience, and digital natives and Gen Z absolutely trust them — in some cases even more than celebrity endorsements. 

If you partner with the right influencer, you’re likely to connect with prospective customers you might not even know you had. Influencers can: 

• Introduce your brand.
• Build credibility.
• Ultimately drive purchases. 

18. Establish authority, expertise, and trust

Everyone knows that people buy from brands they trust — but what is the best way to build that trust?

Other than offering a standout product or service, one of your first tasks when establishing trust is to consistently deliver valuable content that is backed by original research and real testimonials. 

Keep your promises, and you’ll start to build long-lasting relationships with high-quality leads.

19. Network online and in person

Networking with fellow professionals in your field is still one of the best lead-generation techniques. 

Networks give your business an opportunity to have genuine conversations with both your target audience and big industry peers. Those relationships, if nurtured well, often lead to valuable business opportunities down the road.

20. Look at your competitors

It never hurts to analyze your competitors’ lead generation strategies to see what is and isn’t working for them. Study their tactics, uncover the gaps, and slot your business in to provide a better solution. 

21. Offer incentives

As we mentioned earlier, people love free stuff. But what if your product can’t really be given away for free? If your business is online, you can always offer free trials and demos or bundle in some free tools with your platform.

It’s the next best thing to free — try before you buy — and customers just love it and get hungry for more. Some other incentives you can offer include:

• Promo codes.
• Annual or bulk discounts.
• Free consultations.

Incentives are the perfect way to get a hesitant customer off the fence and into your sales funnel.

22. Keep your messaging and positioning consistent

Your target audience should always know exactly what you’re about, so mixed messages are a big no-no. Keep it simple, keep it clear, and most of all, keep it consistent across your entire sales process.

Confusion is costly, but consistency? That’s how cold leads turn hot.

23. Create lead magnets

Sometimes, you have to give something to get something. Lead magnets like free guides, exclusive templates, or video tutorials can be irresistible bait for getting contact details. 

Start publishing these kinds of materials and you’ll see your email list grow faster than weeds on a warm spring day. Once you have their info, you can nurture them into those highly coveted qualified leads through targeted email campaigns. 

24. Try direct mail

Snail mail still works, and in a world full of cluttered inboxes and easily accessible unsubscribe buttons, a targeted, well-thought-out piece of physical mail is surprisingly fresh.

Reach out to prospective customers with something that they can hold in their hand and make them stop and take notice. It’s personal, tangible, and it’s much harder to ignore than an email.

25. Test and evolve your tactics

Just like everything in marketing, lead generation isn’t “set it and forget it.” Your marketing and sales team should constantly evaluate what worked and what didn’t (hint: software is great for this) and tweak their approach accordingly.

So, keep on evolving. Whether it’s new-generation techniques or fresh tactics dreamt up through an employee advocacy program, you must always keep your lead game sharp.

Lead generation strategies FAQs

What are the top lead generation tools?

Good lead generation comes from automated CRM and marketing tools like Method CRM for follow-ups and tracking leads, OptinMonster for lead capture through smart forms, and Leadfeeder for catching website visits. 

What are the differences between inbound and outbound lead generation?

Inbound lead generation is focused on attracting leads through content posting, SEO, and social media — in other words, letting them come to you.

Outbound lead generation involves actively reaching out to potential customers through methods such as email campaigns, cold calling, and pay-per-click ads.

One key difference between the two is that inbound leads are often softer and more long-term, whereas outbound leads are more direct and yield much quicker results.

How do I measure the success of my lead generation strategies?

Success can be measured via: 

• Conversion rates.
• Number of leads generated.
• The quality of those leads (high-value vs. low-value).

Conversion rates are the percentage of leads that end up turning into paying customers.

Your number of leads generated tracks how many potential customers your business has attracted over a specific amount of time.

Quality of leads identifies high-value leads – or the leads that are likely to convert, vs. low-value leads – or the leads that have gone cold and are unlikely to get anywhere near a sale.  

Ready to generate more leads in less time? Try Method free.

The post The top 25 lead generation strategies to set your sales up for success appeared first on Method.

So, what is the metric you should use to track this, and how do you calculate it? Keep reading to learn everything you need to know about your lead-to-customer conversion rate.

What is lead-to-customer conversion rate?

A lead-to-customer conversion rate indicates the percentage of leads that turn into paying customers. In simple terms, it measures the number of people expressing interest in your product who — through visiting your website or signing up for a trial, for instance — end up making a purchase.

How to calculate lead-to-customer conversion rate

To calculate your lead-to-customer conversion rate, you will need two key figures: 

• The number of leads generated.
• The number of those leads who converted to a paying customer.

These can represent your entire business, or you can break them down by things like marketing channel, product segment, or customer demographics to get more detailed information. 

Lead conversion rate formula

The formula looks like this:

Lead-to-customer conversion rate = (Number of customers / Number of leads) * 100%

Take the number of leads that converted to a paid customer, divide that by the total number of leads generated, and then multiply this answer by 100 in order to get your answer as a percentage.

Example case

For example, if your business generated 500 leads and 50 became customers, the conversion rate would be:

(50 / 500) * 100% = 10%

Why should you track your lead conversion rate?

Some marketing and sales teams forget that the ultimate goal of their efforts is to secure revenue, and instead focus on generating as many leads as possible. If those leads aren’t progressing through the sales funnel, they quickly become useless to you. 

Tracking your lead conversion rate is important for several reasons:

See how your marketing and sales efforts perform

If Marketing generates leads but Sales can’t close them, there’s an obvious mismatch. Your conversion rate is a key indicator of how effectively different teams collaborate, and whether there needs to be an adjustment. 

Maximize your return on investment (ROI)

Monitoring your conversion rate helps identify the most effective marketing channels, allowing you to allocate your budget wisely and enhance ROI.

Decrease your customer acquisition cost (CAC)

Getting customers is great — but they can’t be too costly. A high conversion rate means more customers per dollar spent on lead acquisition. It’s essential to reduce your cost of acquiring customers while maintaining a strong conversion rate for efficient business growth.

Identify gaps in your sales pipeline

You can use your conversion rate to help identify where you need to improve your sales funnel. This helps you pinpoint where leads are falling through the cracks and informs your strategy.

Inform your goals

When developing new marketing and sales strategies, your lead-to-customer conversion rate is often a “North Star metric” — one that aligns all efforts cross-departmentally. 

Other helpful lead conversion metrics

While your lead-to-customer conversion rate provides critical information, there are other insightful metrics that you should be aware of:

Lead-to-opportunity conversion rate

Your lead-to-opportunity conversions track how many leads become sales opportunities. This conversion rate here helps you understand how well your team is qualifying leads, and can often be thought of as the leads that Marketing gives to Sales.

Lead-to-sale conversion rate

This metric gives you a strategic view of your overall sales performance by measuring how many actual sales you generated. One lead could result in multiple sales, making it a different metric than lead-to-customer. 

Lead-to-customer ratio

This ratio is similar to the lead-to-sale conversion rate and often used to identify the balance between lead generation and customer acquisition. Unlike lead-to-sale conversions, one lead can only result in one customer.

Cost per conversion

This is the end-to-end total cost of acquiring one customer, which helps you understand the financial impact of acquiring each lead. 

Conversion ROI

If your costs are too high, a conversion may not even be worth the resources you’ve spent to acquire it. Conversion ROI lets you see how valuable the lead-to-customer process is. 

Lead value

Your lead value determines the monetary value of each lead based on your average customer value and conversion rate.

Time to conversion

This metric tracks the time it takes for a lead to convert into a paying customer.

Sales cycle length

Similarly, sales cycle length measures the total time it takes from initial contact to closing a sale. This is more of an average or approximation than a specific and exact time-to-conversion metric.

Abandonment rate

This helps e-commerce businesses track when shoppers leave their carts before buying, offering key insights for retargeting campaigns.

Average conversion rates by industry

Knowing the average conversion rates for your field helps you set realistic goals. For instance, the finance and education sectors often see 5-10%, while e-commerce and retail can be significantly lower. 

Source: Alore

Stages of lead conversion

A sales pipeline consists of several stages guiding a lead from initial contact to final sale. Here’s a general framework common to most businesses:

1. Lead generation

Start by pinpointing potential customers and gathering their interests and demographics. Effective lead generation methods include SEO, content marketing, and paid ads to drive relevant traffic to your site.

2. Lead qualification

Determine if your product or service suits your potential customer’s needs, and whether they can afford (and have the authority) to purchase. Use lead scoring to prioritize high-quality leads likely to convert.

3. Lead nurturing

Personalize your communication to keep leads engaged. Build trust by addressing pain points and overcoming objections, setting the stage for conversion. 

4. Close the sale

When the lead is ready to buy, finalize the process by presenting quotes, negotiating terms, and completing the transaction. You should also handle any objections that come from each prospect.

5. Follow-up and retention

After closing the sale, make sure you follow up to deliver customer satisfaction. Happy customers are more likely to become repeat buyers or refer your business through word of mouth to others.

6 strategies to improve your lead-to-customer conversion rate

Improving your conversion rate requires intentional efforts across various parts of your sales process. Here are six proven strategies:

1. Build and optimize your website

Produce diverse, high-quality content such as text, videos, and infographics. Optimize your site for SEO with keyword research and include features like live chat or smart forms to capture leads efficiently. See an example of a lead capture form below.

2. Employ an advertising strategy

Test different advertising platforms and formats like pay-per-click (PPC) and social media ads. Use clear, compelling calls-to-action (CTAs) to encourage conversions.

3. Invest in email marketing

Automate campaigns with personalization and segment your email list to target specific audiences for greater impact. Use tracking codes to evaluate campaign success.

4. Talk to your existing customers

Don’t make decisions solely on numbers. Ask your customers: 

• What they like about the product.
• New ways they’ve used it.
• Any issues they have. 

Leverage this feedback to refine your marketing strategies, targeting new customers with a more specific experience. 

5. Build a community

Boost conversion rates by engaging with your audience both online and offline. Social media and online channels target audiences effectively, while real-world events offer personal connections. You can even host your own events that fit within your industry or target audience.

6. Leverage technology

Research and try out different dedicated tools to make running your business easier. Customer relationship management (CRM) tools like Method can significantly improve your sales cycle. For example, you can increase lead conversion by: 

• Tracking interactions.
• Automating follow-ups.
• Managing relationships. 

If you’re a QuickBooks or Xero user, Method is a no-brainer to drive growth and profitability without spending too much extra time or money to achieve results. Check out some of the things Method can do for your business in the video below.

Wrap-up: Improve your lead-to-customer conversion rate

Tracking your lead-to-customer conversion rate will show you exactly where things are going right and where things are going wrong. To calculate it for your business, you need your number of leads and number of paying customers in a given time period. From there, just divide your leads by your customers and multiply by 100%.

Ready to build up your lead-to-customer conversions? With Method, you can:

• Centralize your lead management.
• Automate follow-ups.
• Keep your sales pipeline flowing smoothly.

The result? No more missed opportunities to turn leads into customers.

Try Method for free today.

Lead-to-customer conversion rate FAQs

What’s the difference between an inquiry and a lead?

An inquiry is specific expressed interest, like when a potential customer asks for more information about your product or service. A lead, however, is someone who meets specific criteria that indicates they could purchase your product. For example, maybe they’ve given you their contact details by signing up for your email newsletter.

What is a good lead conversion rate?

A good lead conversion rate typically ranges between 2% and 10%, but varies significantly across industries. 

How do I find a balance between lead quantity and lead quality?

Striking a balance between lead quantity and quality involves focusing on generating high-quality leads with a higher conversion potential, rather than solely increasing lead volume. It’s a good idea to implement lead scoring to prioritize leads based on their likelihood to purchase.

What are SQLs and MQLs?

Sales-qualified leads (SQLs) are vetted by your sales team and ready for direct sales engagement. Marketing-qualified leads (MQLs) have shown interest in your offering through actions like content downloads or webinar attendance but require further nurturing.

The post 6 strategies to improve your lead-to-customer conversion rate and how to calculate it appeared first on Method.

No matter how innovative your product or service is, how persuasive your marketing is, or how efficient your operations are, the true measure of success is profitability. And that’s where sales come in — the decisive factor that separates thriving businesses from struggling ones. 

You know that turning leads into sales is key to driving business growth. But what’s the most effective way to convert leads, and how can you refine your sales process to maximize revenue?

As a business owner, entrepreneur, or sales professional, you’re probably grappling with this question. You may have even already:

• Invested in lead generation.
• Honed your sales pitches.
• Perfected your closing techniques. 

Yet, your conversion rate remains a nagging concern. 

In this article, you’ll uncover the fundamental principles of turning leads into sales, highlighting proven strategies, tactics, and tools to: 

• Enhance your sales funnel.
• Strengthen customer relationships.
• Ultimately increase profits. 

Let’s jump in.

What does it mean to convert leads into sales?

Leads are people or organizations who have expressed interest in what you’re selling. For some examples, they may have: 

• Voluntarily shared their contact information with you through a form on your website.
• Made inquiries over the phone.
• Interacted with your business on social media platforms. 

Turning leads into sales means effectively persuading potential customers to choose your product or service. From there, the idea is to turn these prospects into loyal, paying customers. It’s the crucial step where interest is transformed into action, driving revenue and growth for your business.

Is there one single best way to convert leads into sales?

No, there isn’t one best way to convert leads into sales. The conversion process differs from business to business. However, a good tip to remember is that turning leads into sales generally requires a multi-level strategy that spans multiple channels and media using the best marketing and sales practices. 

Some effective strategies for converting leads into customers include:

• Focusing on solving prospective customers’ problems. 
• Creating engaging, visual, and educational content.
• Using clear calls to action. 

Ultimately, the best approach combines a deep understanding of your leads with a robust sales process that nurtures and converts them effectively.

MQLs vs. SQLs: What’s the difference?

Marketing-qualified leads (MQLs) are leads who have shown interest in your business offerings by performing actions like: 

• Downloading content.
• Signing up for newsletters.
• Engaging with your social media posts. 

However, they are not ready to buy from you because they are still in the “early awareness” stage of the buyer journey.

Sales-qualified leads (SQLs) are leads who have shown that they want to purchase from you. They may have: 

• Requested a quote.
• Scheduled a meeting with a sales rep.
• Tried out product demos.

Your sales process, and ultimately your business, will benefit from a clear understanding of the difference between MQLs and SQLs, as they each require different nurture strategies. 

When dealing with MQLs, provide relevant content and engagement opportunities, and they can become SQLs over time. When dealing with SQLs, your sales team must approach them and encourage them to make the final buying decision. Read on to discover how you can turn sales-qualified leads into loyal customers. 

Stages of lead conversion and best practices

No two companies’ sales pipelines are the same. You’ve got to define yours clearly to see how leads move down the funnel. Here’s a broad framework that describes most businesses’ pipelines.

1. Lead generation

This is the first step in your sales pipeline. It’s where you prospect and capture the right leads. Prospecting refers to activities aimed at identifying, researching, and engaging potential customers who may be interested in your product or service. Its goal is to fill your sales pipeline with potential customers. 

Traditionally, prospecting relied heavily on cold calling the target audience. However, an effective lead generation strategy today should incorporate a variety of strategic activities, such as: 

• Relevant content creation.
• Marketing automation.
• Targeted outreach on various platforms. 

Capturing is where you convert interested prospects into leads. Common ways of doing this include collecting contact information (like email and phone number) through marketing strategies like:

• Encouraging sign-ups (newsletters, free trials, etc.). 
• Offering valuable gated resources (eBooks, webinars, etc.). 
• Creating engaging experiences (events, contests, etc.).

See an example of how you can capture leads on your website below.

The fate of your lead generation strategy rests solely on targeting and capturing the right market and understanding your customers’ needs. 

2. Lead qualification

Lead qualification is evaluating generated leads based on their likelihood to purchase your product or service. This stage answers a simple yet crucial question: is this lead worth pursuing? If you get this answer right, you’ll prevent your business from wasting resources on prospects unlikely to convert. 

Also known as the “needs analysis” stage, this is where you determine if your product or service solves the pain points of each lead and if they can pay for it. To get the most out of this process, it’s essential to segment leads by:

• Industry. 
• Demographics. 
• Company Size. 
• Behaviour. 
• Firmographics.

With proper segmentation in place, you can:

• Develop customized messaging. 
• Focus on high-potential leads. 
• Use lead scoring (a point system) to prioritize leads. 

With this strategic approach, business owners can save resources while improving customer engagement and increasing conversion rates.

3. Lead nurturing

Now that you’ve determined the leads worth pursuing, it’s time to nurture them. Lead nurturing involves engaging with leads, addressing their pain points, and providing them with personalized interactions in line with their needs and interests.

If your lead is part of an organization, you want to first identify the key business decision-makers and address them directly to cut out the middleman. Then, find out your lead’s preferred communication method (face-to-face, email, phone calls, Slack, WhatsApp, etc.) and establish contact. 

These tips can kick your lead nurturing process up a notch:

• Make it a conversation — a sales pitch can be off-putting.
• Offer relevant value propositions to show your leads you’ve done your homework.
• Weigh client perceptions against reality and handle any objections that come up.
• Be clear about what action you want your lead to take.

4. Closing the sale

You’ve nurtured your leads and built trust, and they’re ready to buy. Now it’s time to seal the deal! Keep these key points in mind:

• Provide a clear, concise quote outlining:
  • Product/service details.
  • Pricing and payment terms.
  • Delivery timelines.
  • Any warranties or guarantees.

• Finalize and agree on the details with the customer.
• Deliver high-quality products or services.
• Create FOMO (fear of missing out) and a sense of urgency.
• Make opt-ins and purchases easy.
• Make payment terms clear and use reliable payment processing.

5. Follow-up and retention

Sealing the deal might leave you feeling your job is done, but it isn’t. You want to start a dialogue with your leads as soon as they convert. As a part of this conversation:

• Make sure they are happy with their purchase.
• Address concerns or issues.
• Offer support and resources.
• Collect feedback and insights.

With CRM platforms like Method, you can automate follow-ups to ensure you’re always engaging with customers — without having to spend too much time on them.

As each customer relationship develops, it’s a good practice to identify complementary products or services you can upsell or cross-sell to enhance their experience.

Finally, measure performance using reporting and analytics to track metrics like:

• Customer retention rates.
• Satisfaction scores.
• Upsell/cross-sell success.
• Return on investment (ROI).

Technical strategies for how to convert a lead into a sale

Lead generation and conversion rely on a combination of factors, not just one magic solution. Think of it as adjusting various levers to fine-tune your sales machine. Here are some levers you can pull to get your conversion ratio up:

Build and optimize your website

Your website is often the first impression potential customers have of your business. To make it count, start by crafting a solid SEO strategy. This isn’t just about stuffing keywords — it’s about creating a smooth user experience that search engines will love, too. Use thorough keyword research to identify what your customers are searching for. This will inform your content creation and ensure you’re speaking their language.

But SEO is just the beginning. To truly improve your website’s performance, you need to test and refine it. Run A/B tests to compare different versions of pages, CTAs, and content. This will help you identify what resonates with your audience and what doesn’t. Use data-driven insights to inform design and content decisions.

Another crucial element is an effective FAQ page. This goes beyond providing responses to common questions, as it’s about showcasing your expertise and building trust. Use research and clear, concise language to address customer concerns, and you will be converting visitors into leads in no time.

Develop your content marketing

Content marketing is the unsung hero of lead generation. It can help you build trust, establish authority, and attract potential customers through valuable, relevant content.

Start by using your SEO strategy to inform your content creation. Use keyword research to identify gaps in the market and craft content that resonates with your target audience. Produce high-quality, engaging content that addresses their pain points and interests.

Educate and inform with blog posts, exploring topics such as:

• Industry trends and insights.
• Problem-solving guides.
• Thought leadership pieces.
• Success stories and case studies.

But don’t stop at written content. Explore different mediums to reach your audience, such as:

• Video: Explainers, tutorials, and testimonials.
• Long-form content: E-books, whitepapers, and guides.
• Live webinars: Interactive sessions and Q&A.
• Podcasts: Interviews and industry discussions.
• Social media: Snippets, stories, and behind-the-scenes.

Social proof is powerful. What others are saying about you and your business can help you attract more leads. Share positive customer testimonials, reviews, and ratings to build credibility and trust. 

Invest in advertising

Advertising can boost your lead-generation efforts. When deciding how to advertise, consider digital and local options. If your business type allows for it, a blend of both would be ideal. 

Behavioral ad campaigns

To get the most returns on your digital advertising investment, run behavioral campaigns, which target individuals based on their actions and behaviors online, such as:

• Search history.
• Page visits.
• Abandoned carts.
• Product interests.

With this approach, your ads can reach high-intent prospects and increase your chances of converting leads to sales.

PPC

Similarly, conducting PPC (pay-per-click) keyword research can contribute to boosting your conversion metrics. It helps you to:

• Identify relevant search terms.
• Create targeted ad groups.
• Improve ad copy and landing pages.

Retargeting

Finally, another form of online advertising you should use is retargeting ads. These ads target users who have previously interacted with your brand but haven’t yet converted. With retargeting ads, you can remind them of your brand and encourage them to revisit your website or complete a desired action. That way, you’re more likely to: 

• Increase conversions.
• Improve brand recall.
• Enhance customer engagement.
• Get a better ROI compared to traditional advertising.

Whichever advertising you choose to invest in, use clear and concise calls-to-action (CTAs) in your ad copy to drive action and conversions.

Optimize your lead-scoring model

Lead scoring is a dynamic process, not a one-time setup. To maximize its effectiveness, continually refine, build upon, and reevaluate your lead-scoring model.

Your ideal customer profile (ICP) can evolve as your business grows. Market trends shift, customer needs change, and your value proposition must change too. Regularly reassess your lead-scoring criteria to ensure alignment with your updated ICP.

Here are a few questions you must ask regularly about your lead-scoring approach:

• Are we scoring leads based on relevant behaviors?
• Are our thresholds too lenient or too strict?
• Are we prioritizing the right demographics?
• Are we neglecting crucial qualification factors?

Your answers to these questions will give you data and insights for refining your lead-scoring model and improving your conversion strategies.

Employ an email marketing strategy

Email marketing remains an effective channel for lead nurturing and conversion. To maximize its potential, start by choosing the right email marketing tool for your business, such as:

• Method.
• Mailchimp.
• ActiveCampaign.

These tools offer features like:

• Contact management and segmentation.
• Automation workflows and triggers.
• Email builders and templates.
• Performance tracking and analytics.

If you want to get the best results from your email campaigns, remember to use tracking codes to:

• Monitor open rates, clicks, and conversions.
• Identify top-performing subject lines and content.
• Segment audiences based on behavior and preferences.
• Refine targeting and personalization.

Build a social media presence

Social media is a powerhouse for lead generation and brand awareness because of the sheer number of users and how much time they spend on those platforms. If you want to tap into its potential, you must approach it strategically.

For starters, identify the right channels based on your buyer persona. Each platform is most suited to different audience profiles and marketing content:

• LinkedIn for B2B connections and industry insights.
• Facebook for broad reach and targeted advertising.
• Twitter for real-time engagement and news.
• Instagram for visual storytelling and influencer marketing.
• YouTube for long-form content and educational videos.

Whichever platforms you decide to use, here are a few strategies you can use:

• Create content calendars for consistent posting.
• Design engagement campaigns to spark conversations.
• Partner with influencers to expand reach.
• Use paid advertising for targeted lead generation.
• Track for performance optimization with analytics.

Make phone calls

Sometimes, the most effective way to connect with a lead is through a simple phone call. If you have a phone number in your lead records, consider reaching out.

While cold calling success rates only average, according to our research, around 2%, it can yield significantly better results as part of a targeted outreach to warm leads. Done right, it can also create a domino effect of word-of-mouth referrals. 

Phone calls offer a personal touch, letting you:

• Build rapport and establish trust.
• Address concerns and answer questions.
• Provide personalized solutions.
• Move leads closer to conversion.

Also, pay attention to your leads’ preferences. Some may prefer to speak to you or your team directly. In such cases, a call might be the only way to nudge them forward in their customer journey.

Try out influencer marketing

Another way to boost your conversion is through influencer marketing. This lets you promote your brand by tapping into the credibility and reach of experts and leading voices in your industry or community. 

Here are two major types of influencers you can partner with:

• Macro-influencers: Established thought leaders with large followings (typically 100,000+), often across multiple industries. They are often costly but have significant influence and recognition.
• Micro-influencers: Niche experts with smaller, highly engaged audiences (typically 1,000-100,000). They offer authenticity and targeted reach, as well as more affordability.

Influencers give your brand access to an audience base who already trusts them. Some of this trust will be transferred to your brand simply because you associate with the influencer. 

That’s why it’s important to select influencers that:

• Are aligned with your brand values and target audience.
• Have high engagement rates and good content quality.
• Are relevant to your industry or niche.
• Have positive reviews from past collaborations.

Network to make partnerships and build community

Networking is also a powerful way how to convert a lead into a sale. With it, you can: 

• Expand your reach.
• Foster collaborations.
• Establish thought leadership. 

Connect with fellow industry professionals on social media platforms like LinkedIn to build meaningful relationships. Online forums are another digital option for demonstrating your expertise to your target audience. 

You may also want to seek out and attend local events in your niche, both online and offline. You can even go a step further to create your own events and community. Just try to work with others in your field while at it.

Leverage software

Thanks to technology, you can do almost everything faster and better, including converting leads to sales. You can tap into that technological advantage with CRM, AI, and automation tools, for example. 

With such tools, your sales team can build their lead lists faster by automating lead collection with digital forms. They can also track and manage leads and send follow-ups all in one software, like in Method. 

Top tips for turning leads into sales

The more, the merrier

In lead generation, rejection is inevitable. In fact, 80% of new leads never translate into sales. So don’t feel dejected when the majority say no — every “no” brings you closer to a “yes.” 

Remember, every conversion is a win, regardless of how small it may seem. The key to success lies in diversification and persistence. The more strategies you use and invest in, the greater your results will be.

Offer expert advice

Building trust with potential customers requires more than just a sales pitch. Don’t think only in terms of sales. Instead, offer free advice and assistance to establish your expertise and authority. Wow your audience by offering:

• Expert advice and guidance.
• Exclusive resources and informative guides.
• Personalized solutions to common problems.
• Responsive engagement on social media.

While at it, demonstrate your understanding of customers’ needs and show your product or service’s value.

Have your sales and marketing teams work together

Even if you have your sales and marketing teams operating separately, their ultimate goal is the same: driving revenue growth. Too many leads may slip away during hand-offs if both teams don’t work together to achieve the goal. To prevent this, get rid of silos across your business and let ideas flow across the organization.

Respond in a timely manner

When leads reach out, timing is crucial. Promptly responding to their questions and inquiries not only makes them feel valued, but also enhances the perception of your customer service.

Offer specials, discounts, and freebies

Let’s face it — everyone loves a good deal! Offering specials, discounts, and freebies is an effective way to capture attention, build excitement, and spur leads to act. For example, you can offer a discount code or a two-week free trial of your product or service. You can also offer seasonal promotions to take advantage of regular holidays and festivities.

Use appealing calls-to-action (CTAs)

A well-crafted call-to-action (CTA) can make all the difference in converting leads. Effective CTAs combine clarity, conciseness, and active language to prompt action. While you’re at it, use “you”-centric language to put the reader first. 

For example, instead of saying “Click here,” you might consider “Start your free trial today.”

In addition, be sure the lead is ready before asking for an action, or you might lose them altogether.

Use visuals

In today’s visually driven world, a wall of text will get you nowhere. You want to break up content with engaging images, videos, and graphics to capture attention and convey your message.

Listen to your unhappy customers

Negative feedback isn’t always all bad. Don’t ignore or skip over them. Unhappy customers can give you valuable insights into strengthening your sales process. Even negative reviews can help you grow, evolve, and address issues with your product or service.

Best way to convert leads into sales FAQs

What is a sales funnel?

A sales funnel is a model that represents the journey a potential customer goes through, from their first interaction with a company to the final purchase. 

What is the difference between prospect stages and pipeline stages?

Prospect stages refer to the early phases where potential customers are identified and their interest is gauged. Conversely, pipeline stages refer to the entire sales process, detailing each step from initial contact through to the closing of a sale.

What is a good lead conversion rate?

A good conversion rate varies by industry and specific business goals. Average conversion rates are between 2% to 5%, while anything above 5% could be seen as strong performance.

Ready to turn more leads into sales without the extra effort? Try Method free for 14 days.

The post The best way to convert leads into sales and increase profits appeared first on Method.

But as popular as HubSpot is, it doesn’t tick all the boxes for many businesses for various reasons. Whether it is the price, complexity, or it’s simply not a fit for your business, there are a number of options that might work better for you.

Since you’re here, we wager you’re still looking for that perfect fit. In this article, you’ll uncover the eight best HubSpot alternatives that may be the ideal solution for you.

But first, let’s look at HubSpot itself.

HubSpot Overview

Image Credit: PCMag

HubSpot is a cloud-based CRM software used to handle the marketing, sales, and customer service of a business. 

It is primarily known for its all-in-one nature, from email campaigns to lead tracking and even content and contact management. Through your selection of “hubs,” you get a suite of key features that allow you to simplify operations and genuinely improve customer relationships. And the best part is, it’s user-friendly…  until it isn’t (but we’ll get into that shortly).

HubSpot: Why or why not?

HubSpot is a popular CRM for a reason — it has its perks. Here’s why some businesses love it:

• All-in-one solution: HubSpot covers inbound marketing, sales, customer service, and even website building.  
• Free plan: HubSpot’s free CRM offers quite a few basic features to small businesses without having them pay in the process. 
• User-friendly interface: Its clean, intuitive interface means your team can jump in with little training.
• Rich integrations: HubSpot works well with tons of other tools, making your life easier.
• Support and resources: The platform offers extensive tutorials and an academy to help you become a CRM pro.

That said, HubSpot also has its downsides:

• Costs escalation: You see that free plan? Once you outgrow it, expect prices to climb fast, especially for advanced features.
• Customization limitations: While you can tweak it, HubSpot’s customization is more rigid than you might like.
• Overkill for small teams: HubSpot can feel like too much if you only need the basics.
• Complex setup for larger teams: Managing a larger marketing team with this system can take more time. A dedicated admin might be necessary to keep everything running smoothly.
• User-friendliness drops off: Managing the platform can get tricky as your business grows. Adding extra tools like Sales Hub and Marketing Hub might make things feel a bit overwhelming.

Your 8 Best HubSpot Alternatives

1. Method CRM

Method CRM is the ideal CRM for small businesses using QuickBooks or Xero. It connects to your accounting data both ways, meaning any changes on one end instantly reflect on the other. Method also features a 24/7 self-service portal for customer payments and documentation, plus near-limitless customization to build a system that works around your business needs and goals.

Pros

• Seamless integration with QuickBooks and Xero.
• 24/7 customer self-service portal.
• Dedicated customization team.
• A complete view of customer interactions.
• Automated follow-ups and reminders.
• Fully customizable sales dashboards and workflows.

Cons

• Best suited for QuickBooks or Xero users.
• Available only in English.

Pricing

Method CRM has three pricing plans:

• Contact Management: $25 per user per month.
• CRM Pro: $44 per user per month.
• CRM Enterprise: $74 per user per month.

Method CRM offers a free trial with no credit card required.

2. Zoho CRM

Image credit: Discover CRM

Zoho CRM is among the best HubSpot alternatives for small-to-medium-sized businesses. Zoho CRM combines a user-friendly interface with extensive integration options, providing an all-in-one solution for businesses. Its custom sales dashboards and automation simplify even complex sales processes.

Pros

• Simple for non-tech users.
• AI assistant Zia offers predictive insights to boost productivity.
• Strong mobile access for remote teams.
• Strong dedication to user data privacy and security.

Cons

• Extra charges for certain integrations.
• Some advanced features come with a learning curve.
• Lower reporting capabilities compared to some competitors.
• Large datasets may slow down performance.

Pricing

Zoho CRM offers a limited free version for up to 3 users and four paid plans:

• Standard: $20 per user per month.
• Professional: $35 per user per month.
• Enterprise: $50 per user per month.
• Ultimate: $65 per user per month.

Depending on your plan, you will qualify for a 20-34% discount if you purchase an annual subscription.

3. Pipedrive

Image credit: Pipedrive

Next up on our list of the best HubSpot alternatives is Pipedrive. This platform is laser-focused on sales, making it a top choice for small and medium-sized businesses looking to grow their profits. Its visual pipelines make it easy for teams to manage leads and deals.

Pros

• Integration with over 500 third-party applications enhances functionality.
• Easy to navigate.
• Unlimited, customizable sales pipelines.
• AI Sales Assistant delivers actionable insights.

Cons

• Lower-tier plans offer fewer customization options.
• Basic features cannot support complex sales processes.
• Prices increase quickly with advanced features.
• Limited reporting customization.

Pricing

Pipedrive offers five pricing plans:

• Essential: $24 per seat per month.
• Advanced: $44 per seat per month.
• Professional: $64 per seat per month.
• Power: $79 per seat per month.
• Enterprise: $129 per seat per month.

Pipedrive offers an annual discount of 18-42% depending on your chosen plan, and a free 14-day trial.

4. ActiveCampaign

Image credit: ActiveCampaign

ActiveCampaign stands apart due to its marketing automation platform, which it combines with email marketing and a CRM platform. It is an ideal HubSpot alternative for small to medium-sized businesses, entrepreneurs, and marketing agencies. 

Pros

• Unlimited email sends, even at lower tiers.
• Advanced lead scoring and segmentation.
• Strong marketing automation tools.
• Free migration for seamless onboarding.

Cons

• Limited integrations on lower-tier pricing plans.
• Its free trial is quite limited to 100 contacts and 100 emails.
• Limited customization options for email templates.
• Steep learning curve for advanced features.

Pricing

ActiveCampaign offers a free 14-day trial and four pricing plans:

• Starter: $15 per month for a single user.
• Plus: $49 per month for a single user.
• Pro: $79 per month for three users.
• Enterprise: $145 per month for five users.

ActiveCampaign offers a 20% annual discount on all plans.

5. Zendesk

Image credit: Mopinion

Zendesk fuses CRM and customer service into one, providing multi-channel support via email, chat, and phone. Its user interface is friendly and makes customer interactions easier and more thorough.

Pros

• Easy to use, even with minimal training.
• Multi-channel customer support.
• Strong automation capabilities.
• Customer history tracking across mediums or departments.
• Integration with 1,500+ apps through the Zendesk Marketplace.

Cons

• Expensive for smaller businesses.
• User interface is not intuitive or customizable.
• Limited AI and automation features on lower-price tiers.
• Pricing jumps up quickly as you add more features and users.

Pricing

Zendesk offers several pricing plans:

• Build your own: Starts at $19 per month per agent.
• Suite Team: $69 per month per agent.
• Suite Growth: $115 per month per agent.
• Suite Professional: $149 per month per agent.
• Suite Enterprise: $219 per month per agent.

Zendesk also offers a 14-day free trial.

6. Insightly

Image credit: Capterra

Insightly is an all-in-one CRM and project management tool that helps businesses organize their sales, marketing, and customer service processes — cementing it as one of the best HubSpot alternatives. It can also track projects, contacts, and tasks to foster collaboration and productivity.

Pros

• Effective lead and contact management across all pricing plans.
• Supports mass emailing (with some limits on lower-tier plans).
• Project and task management tools are built directly into the CRM.
• Customizable fields and layouts for tailored data entry.
• Integrates with many third-party apps.

Cons

• Fewer customer support options.
• May slow down when handling large data sets.
• Lower-tier plans offer fewer customization options.
• Mobile app experiences can be inconsistent.
• Reporting features aren’t as advanced as competitors.

Pricing

Insightly CRM offers three pricing plans:

• Plus: $29 per user per month.
• Professional: $49 per user per month.
• Enterprise: $99 per user per month.

Insightly’s plans are all billed annually. For the Plus and Professional packages, a free 14-day trial is available.

7. Keap

Image credit: Keap

Formerly known as Infusionsoft, Keap is a comprehensive CRM and marketing automation platform. It’s designed for small-to-medium-sized businesses that need to capture leads, manage contacts, and automate sales and marketing processes.

Pros

• Intuitive interface.
• Advanced automation for everything from emails to workflows.
• Lead capture through forms, landing pages, and social media.
• Built-in payment processing tools.
• Integrated email and SMS marketing features.

Cons

• Higher price compared to competitors.
• Costs increase rapidly as your contact list grows.
• Fees for necessary integrations.
• Fewer third-party tool connections compared to other CRMs.

Pricing

Keap’s pricing is tiered based on the number of contacts and users you need. The minimum plan starts at 2 users and 1,500 contacts, with a monthly cost of $299. You can also save 17% by opting for annual payment.

8. Copper CRM

Keap’s pricing is tiered based on the number of contacts and users you need. The minimum plan starts at 2 users and 1,500 contacts, with a monthly cost of $299. You can also save 17% by opting for annual payment.

Image Credit: Salesdorado

Designed for businesses using Google Workspace, Copper CRM simplifies lead and deal tracking with robust collaboration and automation tools.

Pros

• Efficiently organizes leads and sales pipelines.
• Built-in tools for sales management.
• Automates repetitive tasks to focus on closing deals.
• Tools for teamwork and communication.
• Easy contact organization.

Cons

• Slow performance, especially with large datasets.
• Limited functionality compared to advanced CRMs.
• Constant email open alerts can get annoying.
• Some third-party app integrations can be tricky.

Pricing

Copper offers four pricing plans:

• Starter: $12 per seat per month.
• Basic: $29 per seat per month.
• Professional: $69 per seat per month.
• Business: $134 per seat per month.

Annual subscriptions come with discounts of up to 26%. Copper also offers a 14-day free trial.

Making your choice from the best HubSpot alternatives

It’s okay if you’re still wondering which of these best HubSpot alternatives to choose. Every business is unique, and your needs are radically different from those around you. 

Choose a CRM based on your business goals and requirements, but you’ll want to prioritize the following necessities: 

Administrative automation

Save time by choosing a CRM that includes workflow automation features for routine tasks like: 

• Lead generation and management.
• Everyday sales processes.
• Follow-up reminders.
• Task management and scheduling.

Email marketing

Your email marketing strategy is often the lifeblood of your business growth. Ensure your CRM supports bulk emails, campaigns, and integrations like A/B testing, landing page builders, and email templates.

Analytics and alerts

Strong custom report features and real-time alerts are key for: 

• Tracking performance.
• Improving your conversion rates.
• Making informed choices. 

These are crucial to the success of your sales team.

Invoicing and payments

The best HubSpot alternatives all have invoicing and payment tools integrated into them. With these tools, you can speed up your financial processes and enhance your customers’ experiences for increased sales. Not to mention, you get paid for your work faster and more reliably.

Integration with your existing tools

Purchasing a CRM tool shouldn’t translate into discarding the tools you know and love, such as QuickBooks, for example. Go for one that can integrate with your existing systems. That way, you won’t have to start fresh. 

Wrap-up: What’s the best HubSpot alternative for you?

At the end of the day, the right software choice for you is decided by your needs and goals as a business. If HubSpot isn’t the right call for your business, consider these alternatives:

1. Method CRM.
2. Zoho CRM.
3. Pipedrive.
4. ActiveCampaign.
5. Zendesk.
6. Insightly.
7. Keap.
8. Copper CRM.

With so many solid options, it’s beneficial to do the research and try before you buy. That said, if you’re already a QuickBooks or Xero user, your best bet is clear as day. Method connects with your accounting software data both ways to give you a complete view of your business, without impacting your sensitive financial information.

 Stop spending time on the same tasks every day. Ready to give Method a try?

Best HubSpot alternatives FAQs

Is HubSpot CRM free to use?

Yes, but the free version has limited functionality and customization options. Growing businesses usually upgrade for more features, which very quickly gets costly.

Do CRM costs increase over time?

Yes, CRM costs increase over time — especially as you add features or upgrade plans. This is typical for CRMs like HubSpot that charge individually for advanced tools.

Is HubSpot CRM difficult to implement?

Implementing HubSpot CRM is easy at first, but becomes more complex as you add on additional hubs. Users often find managing its pricing model tricky.

How do I switch CRMs?

Switching CRMs can be tedious as it requires careful planning, execution, and data management. However, some providers, like Method CRM, have dedicated teams to assist with the transition, making the switch smoother by helping with data migration and setup.

The post The 8 best HubSpot alternatives for every business in 2024  appeared first on Method.

In this blog, you’ll explore seven HVAC marketing strategies that contractors need to try to expand their customer base and grow their businesses.

Let’s get started!

Why is it important to plan HVAC marketing strategies?

In the HVAC industry, effective marketing can greatly differentiate a business from its competitors. A structured marketing plan enhances visibility and fosters customer loyalty. These are vital for sustainable growth and success, as:

• Increased visibility helps attract new clients.
• Customer loyalty ensures repeat business and positive customer reviews.

What are the best HVAC contractor marketing strategies?

This section serves as a comprehensive guide to the most effective marketing strategies specifically tailored for HVAC contractors. 

1. Understanding your target audience

Identifying and understanding the specific needs and preferences of your target demographic is crucial. This understanding forms the foundation of any successful marketing strategy.

Your very first steps are to:

1. Conduct market research to gather data about demographics.
2. Segment the market based on geographic and demographic data.
3. Analyze consumer behavior to refine marketing approaches, like purchasing patterns and preferences through surveys and customer feedback.

2. Creating an HVAC marketing plan and budget

Developing a strategic marketing plan tailored to HVAC services involves several key steps:

1. Define clear marketing objectives and goals.
2. Identify the marketing strategies and channels that will be used.
3. Allocate a budget for various marketing activities based on projected ROI.
4. Action your plan and actively measure ROI from various advertising platforms and other marketing campaigns.

3. Branding and positioning your HVAC business

Creating a strong brand identity that resonates with your target audience is essential. This identity sets the tone for all your marketing efforts and helps differentiate your business in the market.

When cementing your brand, ensure you:

• Develop a unique selling proposition (USP).
• Ensure all marketing materials are brand-aligned and persuasive.
• Set measurable goals that revolve around your positioning.

4. Applying online marketing strategies for HVAC

Online marketing is crucial for reaching a broader audience in today’s digital world, especially when it comes to HVAC advertising. There are several avenues you can explore in this regard:

Mobile-friendly website optimization

A mobile-optimized website is vital in today’s mobile-first world. It ensures that your online presence is accessible and engaging for users on mobile devices. 

When designing your website, remember that:

• Responsive design adapts to different screen sizes.
• Fast loading times improve user experience and SEO.
• 30% of consumers prefer to book home services on their phone.

Local HVAC business profile

A well-optimized local business profile on designated platforms can significantly enhance your visibility in local search results. For example, a Google Business Profile is a powerful, cost-effective way to boost your HVAC marketing strategy.

All you have to do is:

1. Identify the platform where you want to create your profile (such as Google My Business).
2. Create a detailed profile for your HVAC company with accurate business information.
3. Regularly update the profile with new services, promotions, and photos.

Search engine optimization (SEO)

SEO increases the visibility of your HVAC website in search engines, making it easier for potential customers to find your business. As you build out your website, you can continue to optimize the website for higher search engine rankings over time.

As a part of your SEO strategy, you should:

• Perform keyword research to understand what potential customers are searching for.
• Create content-rich, SEO-optimized blog posts and articles.
• Continuously report on, analyze, and evolve your content marketing strategy.

Google advertisements

Google Ads can target specific demographics with personalized campaigns, like specific geographic areas. This makes it a powerful tool for local advertising. Best practices are to:

• Use targeted keywords related to HVAC services.
• Advertise new HVAC installations through PPC ads.
• Manage your PPC (pay-per-click) budget effectively to maximize ROI.

Facebook business page advertising

Facebook ads can effectively target local customers and drive engagement through social media advertising. They’re also great platform to engage with customers via interactive online content.

1. Design engaging ads with compelling visuals and copy.
2. Segment your audience for more personalized advertising.
3. Promote seasonal HVAC services on social media.

Email marketing strategies

Email marketing is a great way to keep in touch with customers and nurture leads. You can:

• Customize email marketing messages for different customer segments.
• Personalize emails to address the recipient’s needs and interests.
• Distribute newsletters that offer exclusive discounts and tips or company news.

Customer referral programs

Referral programs leverage your existing customer base to generate new leads through word-of-mouth marketing. Here are some tips for a strong customer referral program:

• Offer incentives for referrals that result in new business.
• Create a simple and transparent process for customers to refer others.
• Implement a customer loyalty program to encourage repeat business and referrals.
• Leverage user-generated content to build trust and credibility.

5. Implementing offline marketing strategies

Despite the rise of digital marketing, offline methods remain incredibly effective, especially in local community settings. Benefits of offline HVAC marketing strategies include:

• Direct mail can target specific neighborhoods.
• Community involvement builds brand recognition and trust.
• Brand champions who offer brand loyalty and free advertising.

6. Tracking leads and preparing reports

It’s important to track the effectiveness of your marketing activities to understand what works and what doesn’t. For the best reporting process:

• Use CRM (customer relationship management) tools to track the effectiveness of digital marketing campaigns in real-time.
• Analyze key metrics and KPIs to gauge your campaigns’ effectiveness.
• Visualize your data and tell a story with it to set goals and inspire growth.

7. Planning further to get HVAC customers

Continuously adapting your marketing strategy based on market trends and performance data is key to staying competitive. Even with a solid strategy, you must consistently:

• Regularly review and refine targeting strategies based on customer feedback and analytics.
• Plan for seasonal promotions and service ads to target specific customer needs.
• Cast as wide a net as possible across all your established avenues.

Key takeaways

Equipped with these HVAC marketing strategies, you’ll ensure a more customer-centirc, adaptable, and profitable business.

In a nutshell, remember that:

• Understanding your target audience is key to build a successful HVAC business.
• A robust online presenc,e including a mobile-friendly website and active social media platforms, is crucial.
• Continuous tracking and refinement of marketing strategies ensure sustained growth.

HVAC marketing strategies FAQs

Can video marketing help HVAC companies attract more clients?

Video marketing can significantly enhance your online presence and engagement, making it a valuable tool for HVAC marketing. For best results,

• Create videos that showcase your HVAC services and customer testimonials.
• Distribute video content across various platforms like YouTube and social media.

Should HVAC contractors personalize their marketing messages?

Personalized marketing messages can dramatically improve customer response rates and foster loyalty for HVAC contractors. You should also segment email lists to offer more targeted promotions and use data-driven insights to customize advertising messages.

Are customer reviews critical for HVAC marketing success?

Customer reviews are essential for building trust and credibility with potential clients. To garner agreeable customer reviews, you should:

• Go above and beyond to deliver strong customer service.
• Encourage satisfied customers to leave positive reviews.
• Respond to reviews to show that you value customer feedback and are responsive to their needs.

See how Method:Field Services is the perfect sidekick for HVAC contractors.

Image credit: Life Of Pix via Pexels

The post 7 best HVAC contractor marketing strategies you must try appeared first on Method.

Sound daunting? We’ve got you covered. 

In this blog, you’ll explore: 

• What digital marketing for plumbers is. 
• Why you should invest in online marketing for plumbers. 
• Key digital marketing strategies for success. 
• Ways to take your plumbing business to the next level. 

Let’s jump in!

What is digital marketing for plumbers?

Digital marketing involves the use of software tools and online platforms to promote your services. With an effective digital marketing strategy, you can: 

• Send targeted email marketing campaigns. 
• Engage with customers on social media. 
• Leverage mobile functionality for direct communication. 
• Optimize your plumbing website for search engines. 

Why you need it

With digital marketing, worrying about finding new customers is a thing of the past. You reach a wider audience more effectively and efficiently than with traditional marketing methods. 

Plus, it increases the likelihood that your business pops into the minds of customers when they need plumbing services. 

Digital marketing helps plumbing companies like yours:

• Attract new customers. 
• Improve customer retention. 
• Build brand awareness. 
• Drive profits and growth. 

Let’s take a closer look at the best ways to implement online marketing for plumbers. 

Internet marketing for plumbers: Recommended strategies

Internet marketing for plumbers means maximizing online visibility and engagement. Here are some recommended strategies to level up your digital marketing. 

Establish your social media presence

Social media is a powerful tool to expand your customer base. Missing out on it means overlooking a key platform to engage with prospective customers. 

Kickstart your digital presence by creating social media profiles on: 

• Facebook. 
• LinkedIn. 
• Instagram. 

To start building your social media presence, be sure to:  

• Share engaging posts and video content. 
• Interact with followers. 
• Showcase your plumbing projects. 

This approach increases your brand’s visibility and fosters trust with your audience. 

Build your digital footprint with a blog

A great website gets your business noticed, but valuable blog content sets it apart and keeps your digital traffic flowing. Create blog posts on your website to share helpful content like:  

• Expert plumbing tips. 
• How-to guides. 
• Industry trends and insights. 

This positions you as a trusted expert and boosts your visibility on search engines. Better yet, it motivates your readers to take action, which produces more leads and drives business growth. 

Invest in email marketing

To cut through the noise of crowded platforms and directly engage with your audience, invest in email marketing tools. 

Create sign-up forms on your website to collect email addresses from visitors and customers. Then, to boost repeat business, consider sending: 

• Regular updates and newsletters.
• Targeted email campaigns.  
• Exclusive promotions. 
• Relevant content and plumbing advice. 

By creating an email marketing strategy, you can effectively connect with your audience and nurture customer relationships. 

Upgrade your plumbing website

Your website is often the first point of contact for future customers. So, it’s key to ensure that it makes a positive impression.

Your website should be: 

• Informative. 
• User-friendly.  
• Fast and responsive. 
• Professional in appearance. 

Mobile responsiveness is equally vital. Did you know that 69% of smartphone users prefer businesses with mobile-friendly websites? 

As more people use mobile devices for home service searches, an accessible and optimized website for all device types becomes a necessity. 

Use local SEO to drive website traffic

Local SEO (search engine optimization) enhances your visibility in search engine results for your geographical area. So, when people search for “plumbers near me,” they have a better chance of encountering your website.

To power up your local SEO efforts, start with these best practices: 

• Tailor your website with local search keywords. 
• Claim your Google Business Profile listing. 
• Ensure information consistency across platforms. 

With a tactical SEO strategy, you’ll outperform your competitors and maintain a strong standing with Google and other popular search engines. 

Generate leads fast with pay-per-click (PPC) advertising

Pay-per-click (PPC) advertising follows a model where you pay a fee each time someone clicks on your ad. It lets you display ads on search engines and social media to target potential customers. 

For effective lead generation, launch PPC campaigns that target your desired audience.

Create a Google Business Profile

Google Business Profile is an excellent tool to boost your online presence and reputation. 

Based on our firsthand experience, your Google Business Profile should include: 

• Up-to-date contact information. 
• Photos of your work. 
• Online reviews. 

This improves your visibility in local searches and navigation tools like Google Maps so customers can find you more easily.

Digital marketing for plumbers: How to get started

If digital marketing for plumbers seems complex, follow these straightforward steps: 

1. Define your target audience: Understand who needs your services, including their demographics and behaviors. Making an ideal customer profile (ICP) guides your marketing efforts and gives you more value for the same amount of work.

2. Establish a digital marketing strategy: Identify primary objectives and key performance indicators (KPIs) for your digital marketing strategy. Then, design campaigns around them to reach your audience effectively.

3. Implement plumbing marketing strategy: Execute your digital marketing plan across the digital channels that your ideal customers frequent, such as email and social media platforms.

4. Monitor and adjust: Use analytics tools to track the performance of your digital marketing efforts. Analyze the data to understand what’s working and what’s not, then adjust accordingly.

Why should plumbers invest in digital marketing?

Our research indicates that there are over 113,000 plumbing companies in the U.S. With this in mind, digital marketing is crucial for you to stay competitive and reach a wider audience.

Traditional outreach strategies, such as cold calling, are outdated and ineffective in the plumbing industry. While they do help engagement, these methods can only take you so far. 

In contrast, digital marketing for plumbers provides a scalable, efficient way to connect with potential customers. Better yet, it leverages the power of the internet to ensure the right people find your services. 

Boost brand visibility

Leveraging online marketing for plumbers positions you favorably across: 

• Search results. 
• Social feeds. 
• Online communities. 

This visibility enhances brand awareness and increases the likelihood of customers choosing your services. Brand recognition is one of the most powerful factors in fostering new business opportunities.

Convert more potential customers

Digital marketing attracts the right traffic by focusing on specific demographics and local searches. It also lets you cast a wider net to potential customers with minimal risk.

From here, optimized websites and compelling calls to action convert promising digital traffic into actual plumbing leads and customers.

Ways to grow your plumbing business

While digital marketing for plumbers is valuable, it’s not the only way to grow. Here are some additional strategies to expand your plumbing business.

Automate manual processes for more efficiency

Consider implementing software tools to automate your: 

• Scheduling.
• Estimate creation.
• Invoicing. 
• Customer communication. 

Automation reduces your time spent on administrative tasks so you can focus on providing quality service. 

Focus on lead tracking for better cash flow

It’s beneficial to emphasize lead generation and nurture when expanding your operations. A customer relationship management (CRM) system helps you track: 

• Plumbing leads. 
• Follow-ups. 
• Conversions. 

As a result, you fuel data-driven insights and foster stronger customer relationships. And by prioritizing high-conversion strategies, you optimize your sales processes and improve cash flow. 

How to track leads with Method

Method is the #1 lead-to-cash automation tool for QuickBooks and Xero users. It makes lead tracking easy by letting you: 

• Embed web-to-lead forms for 24/7 lead capture. 
• Separate leads and paying customers in your database. 
• Keep track of your communications at each stage of the buying cycle. 

Once your leads convert to customers, you can instantly transfer them to your accounting software with Method’s real-time, two-way QuickBooks or Xero sync. 

Digital marketing for plumbers FAQs

What strategies can you use for plumber digital marketing?

Here are some digital marketing solutions and strategies you can use for your plumbing business: 

• Website optimization. 
• Pay-per-click (PPC) advertising. 
• Email marketing. 
• Content marketing (i.e., blog posts). 
• Local SEO efforts. 

Is social media marketing for plumbers a good idea?

Yes, social media marketing is an excellent strategy for plumbers. Social media campaigns let you:

• Build brand awareness. 
• Engage with your community. 
• Showcase your work. 
• Target specific audiences. 

See how Method stops your leads from going down the drain!

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The post Digital marketing for plumbers: 2024 guide appeared first on Method.

Customer tracking software serves as the perfect solution, giving you a complete grasp of all your customers. With software, you keep all your customers happy without letting anyone fall through the cracks.

Keep reading to learn:

• What customer tracking software is and why you need it.
• The precise customer information you should be tracking.
• Your top five options currently on the market.

Let’s dive in!

What is customer tracking software?

Customer tracking software is a specialized tool that stores comprehensive customer data and monitors customer interactions. It also:

• Analyzes customer behavior. 
• Enhances customer relationship management (CRM). 
• Automates sales processes.
• Streamlines marketing campaigns.

Whether you’re accessing it through a mobile app or a dashboard on your computer, this software offers a centralized place for you to manage and navigate all customer-related information.

Benefits of using customer tracking software

Using a customer tracking platform offers numerous benefits. It:

• Simplifies access to customer information, making it easier for teams to personalize customer experiences and promote long-term customer relationships.
• Enables data-driven decision-making so you can evaluate and improve performance.
• Assists in identifying weak points in sales pipeline strategies, ensuring that you nurture and convert leads more effectively.
• Facilitates task automation and time management, freeing up your sales agents to focus on enhancing the customer experience.
• Generates performance reports so companies can track their marketing ROI and adjust strategies accordingly.

What customer information should you track?

Track downloads to better understand customers

By tracking downloads, you can analyze what’s most appealing to your customers. This data-driven approach offers insights into customer needs and preferences, allowing for more targeted strategies.

Track purchase history to gauge what customers want

Purchase history provides a clear record of what products or services a customer prefers. This data makes it easy for you to: 

• Personalize offers.
• Enhance customer satisfaction.
• Improve lead nurturing and conversion.

Track customer contact information so you can reach them

Having a system that manages contact information efficiently is crucial as it facilitates effective communication with customers. Whether it’s logging details like their name and phone number or tracking interactions like emails and chat conversations, having organized and updated contacts ensures that you can connect with your customers with ease.

Track your sales funnel to understand your sales process

Monitoring the sales funnel helps in identifying where potential clients drop off or where deals stagnate. This helps your company pinpoint areas for improvement, facilitating an efficient sales process.

Track traffic channels to gauge your marketing ROI

Understanding where your traffic comes from enables tracking of marketing ROI. This information helps you evaluate the effectiveness of your marketing strategies and adjust them for better results.

Track email metrics to check customer engagement

Email metrics, such as open rates and click-through rates, provide valuable information about customer engagement. By monitoring them, you can measure your email campaigns’ effectiveness to capture and maintain customer interest.

Connecting sales and marketing teams through customer tracking software

This software acts as a bridge between sales and marketing teams, joining their efforts and ensuring they work in harmony. You can automate processes and monitor progress in sales and marketing from a centralized place.

Utilizing customer tracking software for sales team and marketing campaigns

Implementing a customer tracking solution lets your sales team organize and manage contact information efficiently. Also, its analytics feature provides insights into customer behavior for your marketing campaigns. 

Automating tasks with customer tracking software

From updating customer statuses to segmenting contacts, automation is key. It saves time and reduces mistakes by ensuring that no customer support tickets or important notes get missed.

Measurement and reporting on campaigns

A customer tracking platform helps in measuring and reporting on campaigns. With its reporting and analytics functionalities, you can monitor the effectiveness of your online marketing efforts and make data-driven decisions. As a result, you optimize every campaign for maximum impact.

Building long-term relationships with customer tracking software

This software offers customizable features and functionalities that promote long-term customer relationships through personalized service.

Establishing custom fields and segments

For one, you can establish custom fields and segregate your customers into specific segments. Organizational tools let you tailor service to every customer, enhancing their overall experience.

Getting real-time insights into customers’ experiences

A customer tracking platform provides real-time customer insights. Whether it’s feedback on a product or notes on a recent customer service interaction, you can respond promptly to deliver top-notch customer support.

Use third-party integrations to personalize experiences

This software also integrates with other software solutions, including Salesforce and other third-party business tools. Seamless integration supports personalized customer experiences, ensuring that every interaction caters to the needs and preferences of individual buyers.

Streamlining sales funnel and processes with customer tracking software

A customer tracking app is invaluable if you’re looking to optimize your sales process. Here’s why.

Improving potential conversions with effective lead nurturing

Effective lead nurturing is essential if you’re looking to convert potential customers. This software improves lead nurturing and conversion by offering tools that create tailored strategies for each lead. This enhances the customer’s journey and promotes long-term customer relationships.

Identifying weak points in the sales pipeline

One of the standout features of this software is its ability to provide real-time insights into the sales pipeline. By analyzing these reports, you can identify and address any weak points and bottlenecks, ensuring an efficient sales process.

Streamlining the sales funnel with automation tools

Automation tools let you streamline your sales funnel. From automatically updating lead statuses to syncing essential customer data, these tools ensure that you never overlook a potential customer.

How to select the best customer tracking software

Choosing the right software is difficult for any business and for any process. Here are key some key factors to consider:

User interface (UI)

A software’s UI should be intuitive and user-friendly so all users, whether tech-savvy or not, can navigate its features with ease.

Usability

Beyond the UI, the overall usability of the software is essential. You should be able to implement it easily for minimal disruption. Once configured, it should be straightforward and free of performance issues.

Integrations

Choose software that integrates with the other tools and platforms that your business uses. This way, your data flows seamlessly between systems, enhancing efficiency and ensuring that all your customer data is up to date.

Pricing

While features and functionality are crucial, pricing is also a significant consideration. You should look for software that offers a good balance between cost and functionality to get the best value.

Best customer tracking software solutions

Method CRM

Method CRM is the #1 customer tracking solution for QuickBooks and Xero users.

Its seamless two-way sync with your accounting software eliminates issues around double data entry and keeps your files accurate and up to date.

Method also offers a mobile CRM app for teams on the go and free trial, so you can try before you buy.

LiveAgent

Image credit: LiveAgent

LiveAgent is a popular Help Desk solution for small to midsize e-commerce businesses. 

LiveAgent is most renowned for its impressive live chat functionality, but it offers several other features that enhance the customer experience. 

For example, the software has a ticket management service and online self-service portals, making it a great choice if you’re looking to improve customer service.

Users can choose between a range of plans, including a free version.

Hiver

Image credit: Hiver

Hiver is a Gmail-based communication and collaboration platform that helps you improve your team dynamics and engage meaningfully with customers and vendors. 

It’s a great customer tracking tool for Google Workspace users looking for an easy-to-use, service-oriented solution. 

With Hiver, you can collaborate on shared Gmail inboxes, standardize communications, and access support at any time. It also boasts world-class security and compliance, ridding you of audit-related headaches.

Bigin by Zoho CRM

Image credit: Capterra

Bigin is a “pipeline-centric CRM” created by Zoho. It’s easy to use and inexpensive, making it a good starting point for small businesses. 

Bigin’s key features include:

• Real-time notifications.
• Customizable web forms.

• Personalized list views and smart filters.
• Built-in telephony system.

While it offers several customer tracking tools, note that Bigin’s overall automation capabilities are lacking.

Jitbit Helpdesk

Image credit: JitBit

Jitbit is a help desk automation software designed to simplify customer support processes. It features automated triggers that: 

• Send canned responses.
• Track customer requests.
• Assign tickets to technicians with due dates.

By taking these routine tasks off your plate, Jitbit lets your support team focus more on assisting customers. 

Key takeaways

No matter the size, industry, or purpose of your business, you should track your customers efficiently.

Now that you’re equipped with the knowledge of so many great customer tracking options out there, there’s no excuse to neglect organizing and monitoring your interactions.

Overall, this software saves you from the aggravation of tracking customers manually and the impending doom of not tracking them at all. 

FAQs

How can customer tracking software improve my business?

This software improves business by: 

• Centralizing customer data
• Providing real-time insights into customer behavior. 
• Simplifying sales processes. 
• Enhancing lead nurturing.
• Facilitating personalized interactions.

What features should I look for in a customer tracking software?

No matter your industry, look for features like: 

• Real-time analytics.
• Automation tools.
• Integration capabilities.
• Customization options. 

How much should I invest in customer tracking software?

Your investment in customer tracking software depends on your business’ size, needs, and growth goals. While pricing is an essential consideration, it’s important to prioritize software that offers a balance between cost and functionality.

Start your free trial of Method, your most vital partner (MVP) in customer tracking.

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